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.
- The history of modern selling
- The complete sales process
- Skills and practice of presentation skills
- Sales field work with a not-for-profit organization
- Investigating industries and their sales methodologies
- Ethics and their role in professional selling
- Requests For Proposals and institutional selling, particularly in the public sector
At the end of the course, the successful student should be able to:
- Explain the various components of the sales process and buying process.
- 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).
- Verify whether professional sales is a career path they will consider upon completion of their studies at the College.
- 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.
- Discuss the Request For Proposal (RFP) process as a part of organization to organization (B2B) selling.
|Individual Assignments (at least 2)||20%|
|Industry overview project||10%|
|Course sales project||40%|
|Tests & Final examination||20%|
STUDENTS MUST COMPLETE ALL COMPONENTS OF THE COURSE TO OBTAIN CREDIT FOR THE COURSE.
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