Curriculum Guideline

Professional Sales

Effective Date:
Course
Discontinued
No
Course Code
MARK 4390
Descriptive
Professional Sales
Department
Marketing
Faculty
Commerce & Business Administration
Credits
3.00
Start Date
End Term
Not Specified
PLAR
No
Semester Length
14 Weeks X 4 Hours per Week = 56 Hours
Max Class Size
35
Contact Hours
Lecture: 2 Hours Seminar: 2 Hours Total: 4 Hours
Method Of Instruction
Lecture
Seminar
Methods Of Instruction

The course will involve a blend of lectures, discussions, videos, cases, on-line activities, and seminars.  Presentations by students are an integral part of the course.

Course Description
Marketing 4390 is an advanced course in professional selling. Emphasis will be placed on the development of skills in qualifying sales opportunities, self-management, negotiation and the preparation of sales proposals and presentations. Students will explore the nuances of selling to multiple buyers and complicated sales situations. As part of the course work, the students will be assigned to a real-life professional selling project with a local non-profit organization where they will be responsible for managing the sales process for a select number of prospects.
Course Content
  1. The history of modern selling
  2. The complete sales process
  3. Skills and practice of presentation skills
  4. Sales field work with a not-for-profit organization
  5. Investigating industries and their sales methodologies
  6. Ethics and their role in professional selling
  7. Requests For Proposals and institutional selling, particularly in the public sector
Learning Outcomes

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

  1. Explain the various components of the sales process and buying process.
  2. Describe the ebbs and flows of a professional salesperson (dealing with rejection and objections as well as the positives of completing a successful sales engagement). 
  3. Verify whether professional sales is a career path they will consider upon completion of their studies at the College.
  4. Demonstrate a historical understanding of the evolution of professional selling in North America with a focus on the proper role of ethics in relationship and partnership selling. 
  5. Discuss the Request For Proposal (RFP) process as a part of organization to organization (B2B) selling.
Means of Assessment
Individual Assignments (at least 2)   20%
Industry overview project  10%
Course sales project  40%
Tests & Final examination  20%
Course participation  10%
Total 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

Friedman, W. (2004). Birth of a salesman. Cambridge MA: Harvard University Press

Dugdale, K., Lambert, D. (2007). Smarter Selling. Harlow UK: Prentice Hall

Weissman, J., (2009).The Power Presenter. Hoboken NJ: Wiley

Or other texts as selected by the Instructor

Prerequisites

MARK 1120 (Introductory Marketing) and MARK 2150 (Personal Selling) or permission of instructor