Personal Selling

Curriculum guideline

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Course
MARK 1150
Discontinued
No
Course code
MARK 1150
Descriptive
Personal Selling
Department
Douglas
Faculty
Douglas
Credits
3.00
Start date
End term
201330
PLAR
No
Semester length
15 Weeks X 4 Hours per Week = 60 Hours
Max class size
25
Contact hours
Lecture: 2 Hours In-Class Student Presentations: 2 Hours Total: 4 Hours
Learning activities

The course will use a blend of lectures, student presentations and an integrative term project.  Role play scenarios will also be used.  Self and peer evaluations will be used to supplement instructor evaluation.

Course description
This course focuses on the theoretical and practical techniques used in selling goods and services. Emphasis is given to developing practical skills in presenting goods and services to prospective buyers. Attention is devoted to the art of persuasion as a life-skill and to the need to develop professional relationships in business.
Course content

1.             Partnering - building professional relationships.

2.             Communication styles.

3.             Product strategies - features and benefits.

4.             Buyer behaviour.

5.             Prospecting and preapproaching.

6.             Planning and executing the presentation, including demonstration.

7.             Handling objections.

8.             Closing the sale.

9.             Servicing the sale.

10.          Selling ethics.

11.          Management of self and employing of technology for increased effectiveness.

Learning outcomes

At the end of the course, the successful student should be able to:

1.             apply effective techniques in developing and qualifying sales leads;

2.             demonstrate good techniques in sales presentations;

3.             demonstrate the ability to deal with objections to advance the sale;

4.             demonstrate the ability to close the sale;

5.             develop a plan to follow-up and service the sale.

Means of assessment

Class participation                                                  10%

Interactive presentations (3)                                   40%

Term Project                                                         25%

Examination(s)                                                    25%

                                                                        100%

 

STUDENTS MUST COMPLETE ALL COMPONENTS OF THE COURSE TO OBTAIN CREDIT FOR THE COURSE.

Textbook materials

Textbooks and Materials to be Purchased by Students

Manning, Reece, et al.  Selling Today: Building Quality Partnerships, Latest Canadian Ed.  Prentice Hall.

Prerequisites

English 12 with a grade of “C” or better or approved equivalent

Which prerequisite

MARK 4410