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.
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.
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
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.
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.