- Partnering - building professional relationships
- Communication styles
- Product strategies - features and benefits
- Buyer behaviour
- Prospecting and preparing the pre-approach to a sales call
- Planning and executing the presentation, including demonstration
- Handling objections
- Closing the sale
- Servicing the sale
- The importance of strong ethics in relationship selling
- Management of self and employing of technology for increased effectiveness
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.
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.
At the end of the course, the successful student should be able to:
- Apply effective techniques in developing and qualifying sales leads;
- Demonstrate good techniques in sales presentations;
- Demonstrate the ability to deal with objections to advance the sale;
- Demonstrate the ability to close the sale;
- Develop a plan to follow-up and service the sale;
- Understand the importance of ethical behaviour in business relationships;
- 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);
- Understand the value and importance of the sales profession to the Canadian economy.
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.
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.
|Institution||Transfer Details||Effective Dates|
|Athabasca University (AU)||AU MKTG 3XX (3)||2013/01/01 to -|
|Camosun College (CAMO)||CAMO MARK 235 (3)||2013/01/01 to -|
|Capilano University (CAPU)||CAPU BMKT 263 (3) or CAPU TOUR 205 (3)||2004/09/01 to -|
|Kwantlen Polytechnic University (KPU)||KPU MRKT 2XXX (3)||2016/01/01 to -|
|Kwantlen Polytechnic University (KPU)||KPU MRKT 2360 (3)||2008/01/01 to 2015/12/31|
|Langara College (LANG)||LANG MARK 1200 (3)||2008/01/01 to -|
|Okanagan College (OC)||OC BUAD 176 (3)||2018/09/01 to -|
|Simon Fraser University (SFU)||SFU BUS 2XX (3)||2008/01/01 to -|
|Thompson Rivers University (TRU)||TRU BBUS 3451 (3)||2011/01/01 to 2012/08/31|
|Thompson Rivers University (TRU)||TRU BBUS 2XXX (3)||2012/09/01 to -|
|Thompson Rivers University (TRU)||TRU BBUS 345 (3)||2008/01/01 to 2010/08/31|
|Thompson Rivers University (TRU)||TRU BBUS 3450 (3)||2010/09/01 to 2015/04/30|
|Thompson Rivers University (TRU)||TRU MKTG 2XXX (3)||2015/05/01 to -|
|Thompson Rivers University (TRU)||TRU ADMN 345 (3)||2008/01/01 to 2010/12/31|
|Trinity Western University (TWU)||TWU BUSI 2XX (3)||2009/05/01 to -|
|University of British Columbia - Okanagan (UBCO)||UBCO MGMT 2nd (3)||2008/01/01 to -|
|University of British Columbia - Vancouver (UBCV)||UBCV COMM 2nd (3)||2008/01/01 to -|
|University of the Fraser Valley (UFV)||UFV BUS 221 (3)||2008/01/01 to -|
|University of Victoria (UVIC)||No credit||2008/01/01 to -|
|Vancouver Island University (VIU)||VIU MARK 2nd (3)||2008/01/01 to 2013/08/31|
|Vancouver Island University (VIU)||VIU MARK 362 (3)||2013/09/01 to -|