Personal Selling

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 roles play. Self and peer evaluations will be used to supplement instructor evaluation. Development of student portfolios covering career and personal development plans will be employed.

Means of assessment

Class participation 10%

Interactive presentations (3) 40%

Individual Portfolios 25%

Examination(s) 25%

100%

STUDENTS MUST COMPLETE ALL COMPONENTS OF THE COURSE TO OBTAIN CREDIT FOR 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 effective sales presentation techniques;

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.explain the importance of ethical behaviour in business relationships

7.utilize 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.discuss the value and importance of the sales profession to the Canadian economy

9.produce a personal development portfolio for use when seeking employment

Textbook materials

Textbooks and Materials to be Purchased by Students:

Manning, Reece, et al. Selling Today: Building Quality Partnerships, Latest Canadian Ed. Prentice Hall or equivalent text.

Requisites

Prerequisites

MARK 5120

Corequisites

No corequisite courses.

Equivalencies

No equivalent 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.

September 2009 (Current)

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 5150
There are no applicable transfer credits for this course.

Important Notice