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.
- 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
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.
Means of Assessment
|Individual Assignments (at least 2)
|Industry overview project
|Course sales project
|Tests & Final examination
STUDENTS MUST COMPLETE ALL COMPONENTS OF THE COURSE TO OBTAIN CREDIT FOR THE COURSE.
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.
MARK 1120 (Introductory Marketing) and MARK 2150 (Personal Selling) or permission of instructor
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.
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.
If your course prerequisites indicate that you need an assessment, please see our Assessment page for more information.