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Registration for the Winter 2020 semester begins soon.  Watch your email for more details.
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Personal Selling

Course Code: MARK 2150
Faculty: Commerce & Business Administration
Department: Marketing
Credits: 3.0
Semester: 15 Weeks X 4 Hours per Week = 60 Hours
Learning Format: Lecture, Seminar
Typically Offered: TBD. Contact Department Chair for more info.
course overview

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%

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 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

curriculum 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 schedule and availability
course transferability

Below shows how this course and its credits transfer within the BC transfer system. 

A course is considered university-transferable (UT) if it transfers to at least one of the five research universities in British Columbia: University of British Columbia; University of British Columbia-Okanagan; Simon Fraser University; University of Victoria; and the University of Northern British Columbia.

For more information on transfer visit the BC Transfer Guide and BCCAT websites.

assessments

If your course prerequisites indicate that you need an assessment, please see our Assessment page for more information.