Course

Personal Selling

Faculty
Commerce & Business Administration
Department
Marketing
Course Code
MARK 2150
Credits
3.00
Semester Length
15 Weeks X 4 Hours per Week = 60 Hours
Max Class Size
25
Method(s) Of Instruction
Lecture
Seminar
Typically Offered
To be determined

Overview

Course Description
This course focuses on the theoretical and practical techniques used in selling goods and services in a business-to-business (b-to-b) environment. 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. The importance of the sales professional in the business community and the need for ethical behaviour is emphasized. The overriding sales philosophy is relationship focused and the customer approach is consultative.
Course Content
  1. Partnering - building professional relationships
  2. Communication styles
  3. Product strategies - features and benefits
  4. Buyer behaviour
  5. Prospecting and preparing the pre-approach to a sales call
  6. Planning and executing the presentation, including demonstration
  7. Handling objections
  8. Closing the sale
  9. Servicing the sale
  10. The importance of strong ethics in relationship selling
  11. Management of self and employing of technology for increased effectiveness
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.

Means of Assessment
Class participation  10%
Interactive presentations              40%
Term Project  25%
Examination(s)  25%
Total 100%

Evaluation will be carried out in accordance with the Douglas College Evaluation Policy.

Students must complete all projects, presentations and write all examinations in order to be eligible for a passing grade in the course.

Students may conduct research as part of their coursework in this class. Instructors for the course are responsible for ensuring that student research projects comply with College policies on ethical conduct for research involving humans, which can require obtaining Informed Consent from participants and getting the approval of the Douglas College Research Ethics Board prior to conducting the research.

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;
  6. Understand the importance of ethical behaviour in business relationships;
  7. Understand the role of the sales process as a life-skill (e.g. Job interviews, requests for promotion or a raise, convincing fellow workers of the need for particular project);
  8. Understand the value and importance of the sales profession to the Canadian economy.
Textbook Materials

Textbooks and Materials to be Purchased by Students

Manning, Reece, et al.  Selling Today: Building Quality Partnerships, Prentice Hall, latest Canadian edition and/or other textbook(s) and/or other materials as approved by the Department.

Requisites

Prerequisites

No prerequisite courses.

Corequisites

No corequisite courses.

Equivalencies

Courses listed here are equivalent to this course and cannot be taken for further credit:

  • No equivalency courses

Course Guidelines

Course Guidelines for previous years are viewable by selecting the version desired. If you took this course and do not see a listing for the starting semester / year of the course, consider the previous version as the applicable version.

Course Transfers

These are for current course guidelines only. For a full list of archived courses please see https://www.bctransferguide.ca

Institution Transfer Details for MARK 2150
Alexander College (ALEX) ALEX COMM 2XX (3)
Athabasca University (AU) AU MKTG 3XX (3)
BC Institute of Technology (BCIT) BCIT MKTG 2243 (4)
Camosun College (CAMO) CAMO MARK 235 (3)
Capilano University (CAPU) CAPU BMKT 263 (3) or CAPU TOUR 205 (3)
Kwantlen Polytechnic University (KPU) KPU MRKT 2XXX (3)
Langara College (LANG) LANG MARK 1200 (3)
Okanagan College (OC) OC BUAD 176 (3)
Simon Fraser University (SFU) SFU BUS 2XX (3)
Thompson Rivers University (TRU) TRU MKTG 2XXX (3)
Thompson Rivers University (TRU) TRU BBUS 2XXX (3)
Trinity Western University (TWU) TWU BUSI 2XX (3)
University of British Columbia - Okanagan (UBCO) UBCO MGMT 2nd (3)
University of British Columbia - Vancouver (UBCV) UBCV COMM 2nd (3)
University of the Fraser Valley (UFV) UFV BUS 221 (3)
University of Victoria (UVIC) No credit
Vancouver Island University (VIU) VIU MARK 362 (3)

Course Offerings

Summer 2023

CRN
Days
Dates
Start Date
End Date
Instructor
Status
CRN
22408
Tue
Start Date
-
End Date
Start Date
End Date
Instructor Last Name
Berezaga
Instructor First Name
Martin
Course Status
Open
Max
Enrolled
Remaining
Waitlist
Max Seats Count
25
Actual Seats Count
24
1
Actual Wait Count
0
Days
Building
Room
Time
Tue
Building
Anvil Office Tower
Room
608
Start Time
9:00
-
End Time
11:50
CRN
Days
Dates
Start Date
End Date
Instructor
Status
CRN
22704
Tue
Start Date
-
End Date
Start Date
End Date
Instructor Last Name
Sen
Instructor First Name
Antara
Course Status
Waitlist
Max
Enrolled
Remaining
Waitlist
Max Seats Count
25
Actual Seats Count
21
4
Actual Wait Count
1
Days
Building
Room
Time
Tue
Building
Anvil Office Tower
Room
722
Start Time
18:30
-
End Time
21:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
CRN
22836
Tue
Start Date
-
End Date
Start Date
End Date
Instructor Last Name
Jeyekumar Davidson
Instructor First Name
Benny
Course Status
Waitlist
Max
Enrolled
Remaining
Waitlist
Max Seats Count
25
Actual Seats Count
26
-1
Actual Wait Count
2
Days
Building
Room
Time
Tue
Building
Anvil Office Tower
Room
712
Start Time
18:30
-
End Time
21:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
CRN
22866
Tue
Start Date
-
End Date
Start Date
End Date
Instructor Last Name
Stephanus
Instructor First Name
Aldo
Course Status
Waitlist
Max
Enrolled
Remaining
Waitlist
Max Seats Count
25
Actual Seats Count
22
3
Actual Wait Count
1
Days
Building
Room
Time
Tue
Building
Anvil Office Tower
Room
907
Start Time
18:30
-
End Time
21:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
CRN
23132
Wed
Start Date
-
End Date
Start Date
End Date
Instructor Last Name
Singh
Instructor First Name
Daman
Course Status
Waitlist
Max
Enrolled
Remaining
Waitlist
Max Seats Count
25
Actual Seats Count
26
-1
Actual Wait Count
1
Days
Building
Room
Time
Wed
Building
New Westminster - North Bldg.
Room
N4307
Start Time
12:30
-
End Time
15:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
CRN
23171
Thu
Start Date
-
End Date
Start Date
End Date
Instructor Last Name
Ricard
Instructor First Name
Chris
Course Status
Open
Max
Enrolled
Remaining
Waitlist
Max Seats Count
25
Actual Seats Count
23
2
Actual Wait Count
0
Days
Building
Room
Time
Thu
Building
New Westminster - North Bldg.
Room
N4360
Start Time
9:00
-
End Time
11:50
CRN
Days
Dates
Start Date
End Date
Instructor
Status
CRN
23172
Thu
Start Date
-
End Date
Start Date
End Date
Instructor Last Name
Jeyekumar Davidson
Instructor First Name
Benny
Course Status
Waitlist
Max
Enrolled
Remaining
Waitlist
Max Seats Count
25
Actual Seats Count
26
-1
Actual Wait Count
1
Days
Building
Room
Time
Thu
Building
New Westminster - North Bldg.
Room
N4307
Start Time
15:30
-
End Time
18:20