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Registration for the Fall 2019 semester begins June 25.  Watch your email for more details.

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Professional Sales

Course Code: MARK 4390
Faculty: Commerce & Business Administration
Department: Marketing
Credits: 3.0
Semester: 14 Weeks X 4 Hours per Week = 56 Hours
Learning Format: Lecture, Seminar
Typically Offered: TBD. Contact Department Chair for more info.
course overview

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.

Course Content

  1. The history of modern selling
  2. The complete sales process
  3. Skills and practice of presentation skills
  4. Sales field work with a not-for-profit organization
  5. Investigating industries and their sales methodologies
  6. Ethics and their role in professional selling
  7. 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)   20%
Industry overview project  10%
Course sales project  40%
Tests & Final examination  20%
Course participation  10%
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. Explain the various components of the sales process and buying process.
  2. 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). 
  3. Verify whether professional sales is a career path they will consider upon completion of their studies at the College.
  4. 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. 
  5. Discuss the Request For Proposal (RFP) process as a part of organization to organization (B2B) selling.

course prerequisites

MARK 1120 (Introductory Marketing) and MARK 2150 (Personal Selling) or permission of instructor

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.