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 Of Instruction
Lecture
Seminar
Typically Offered
To be determined
Campus
Online

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
Methods Of Instruction

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.

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

No equivalent courses.

Requisite for

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

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 2360 (3) 2008/01/01 to 2015/12/31
Kwantlen Polytechnic University (KPU) KPU MRKT 2XXX (3) 2016/01/01 to -
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 MKTG 2XXX (3) 2015/05/01 to -
Thompson Rivers University (TRU) TRU BBUS 3450 (3) 2010/09/01 to 2015/04/30
Thompson Rivers University (TRU) TRU ADMN 345 (3), OL 2008/01/01 to 2010/12/31
Thompson Rivers University (TRU) TRU BBUS 2XXX (3), May not take TRU BBUS 3451 for additional credit., OL 2012/09/01 to -
Thompson Rivers University (TRU) TRU BBUS 3451 (3), OL 2011/01/01 to 2012/08/31
Thompson Rivers University (TRU) TRU BBUS 345 (3) 2008/01/01 to 2010/08/31
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 362 (3) 2013/09/01 to -
Vancouver Island University (VIU) VIU MARK 2nd (3) 2008/01/01 to 2013/08/31

Course Offerings

Fall 2020

CRN
Days
Dates
Start Date
End Date
Instructor
Status
Location
33539
Tue Thu
08-Sep-2020
- 07-Dec-2020
08-Sep-2020
07-Dec-2020
Vipat
Padma
Waitlist
Online
This course will include synchronous on-line activities. Students should plan to be available on-line at scheduled course times. Access to computer with reliable internet, webcam and speakers/mic or headset will be required
Max
Enrolled
Remaining
Waitlist
25
25
0
3
Days
Building
Room
Time
Tue
12:30 - 14:20
Thu
12:30 - 14:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
Location
33542
Fri
08-Sep-2020
- 07-Dec-2020
08-Sep-2020
07-Dec-2020
Ricard
Chris
Waitlist
Online
This course will include synchronous on-line activities. Students should plan to be available on-line at scheduled course times. Access to computer with reliable internet, webcam and speakers/mic or headset will be required
Max
Enrolled
Remaining
Waitlist
25
25
0
1
Days
Building
Room
Time
Fri
12:30 - 15:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
Location
33543
Mon
08-Sep-2020
- 07-Dec-2020
08-Sep-2020
07-Dec-2020
Kuch
David
Full
Online
This course will include synchronous on-line activities. Students should plan to be available on-line at scheduled course times. Access to computer with reliable internet, webcam and speakers/mic or headset will be required
Max
Enrolled
Remaining
Waitlist
25
27
-2
0
Days
Building
Room
Time
Mon
18:30 - 21:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
Location
34304
Wed
08-Sep-2020
- 07-Dec-2020
08-Sep-2020
07-Dec-2020
Cox
Shannon
Waitlist
Online
This course will include synchronous on-line activities. Students should plan to be available on-line at scheduled course times. Access to computer with reliable internet, webcam and speakers/mic or headset will be required
Max
Enrolled
Remaining
Waitlist
25
26
-1
2
Days
Building
Room
Time
Wed
8:30 - 11:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
Location
34357
Thu
08-Sep-2020
- 07-Dec-2020
08-Sep-2020
07-Dec-2020
Cornford
Michael
Waitlist
Online
This course will include synchronous on-line activities. Students should plan to be available on-line at scheduled course times. Access to computer with reliable internet, webcam and speakers/mic or headset will be required
Max
Enrolled
Remaining
Waitlist
25
26
-1
6
Days
Building
Room
Time
Thu
15:30 - 18:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
Location
34859
Tue
08-Sep-2020
- 07-Dec-2020
08-Sep-2020
07-Dec-2020
Ricard
Chris
Full
Online
This course will include synchronous on-line activities. Students should plan to be available on-line at scheduled course times. Access to computer with reliable internet, webcam and speakers/mic or headset will be required
Max
Enrolled
Remaining
Waitlist
25
25
0
0
Days
Building
Room
Time
Tue
18:30 - 21:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
Location
36042
Wed
08-Sep-2020
- 07-Dec-2020
08-Sep-2020
07-Dec-2020
Cox
Shannon
Waitlist
Online
This course will include synchronous on-line activities. Students should plan to be available on-line at scheduled course times. Access to computer with reliable internet, webcam and speakers/mic or headset will be required
Max
Enrolled
Remaining
Waitlist
25
27
-2
2
Days
Building
Room
Time
Wed
15:30 - 18:20
CRN
Days
Dates
Start Date
End Date
Instructor
Status
Location
36577
Mon Wed
08-Sep-2020
- 07-Dec-2020
08-Sep-2020
07-Dec-2020
Patterson
Lorne
Open
Online
This course will include synchronous on-line activities. Students should plan to be available on-line at scheduled course times. Access to computer with reliable internet, webcam and speakers/mic or headset will be required
Max
Enrolled
Remaining
Waitlist
25
21
4
0
Days
Building
Room
Time
Mon Wed
14:30 - 16:20