Personal Selling
Overview
Attention is devoted to the art of uncovering needs or identifying problems through the use of probing questions and developing professional relationships in business.
Understanding 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.
- A framework to build and execute the selling process
- Partnering - building professional relationships
- Communication styles
- Product strategies - features and benefits
- Buyer behaviour
- Planning and executing a full sales presentation from prospecting to pre-approach and approach through needs discovery, demonstration, handling objections, closing and servicing the sale
- The importance of strong ethics in relationship selling
- Management of self and employing of technology for increased effectiveness
- Social selling, virtual selling and other emerging platforms
The course will use a blend of lectures, case analysis and discussions, role play scenarios, student presentations and an integrative term project supplemented by appropriate videos, guest speakers and classroom activities. Self and peer evaluations will be used to supplement instructor evaluation.
Evaluation will be carried out in accordance with the Douglas College Evaluation Policy.
Class Participation |
5-10% |
Interactive Presentations | 30-40% |
Term Project | 20-30% |
Mid-Term | 20-30% |
Total | 100% |
Students must complete all presentations, term project, and mid-term examination in order to be eligible for a passing grade in the course.
Students must achieve at least 50% on the combined non-group components in order to obtain credit for the course, with the 50% calculated on a weighted average basis.
Students may conduct research as part of their coursework in this class. Instructors for the course are responsible for ensuring that student research projects comply with College policies on ethical conduct for research involving humans, which can require obtaining Informed Consent from participants and getting the approval of the Douglas College Research Ethics Board prior to conducting the research.
At the end of the course, the successful student should be able to:
- Recall the steps of a complete sales call
- Demonstrate good techniques in sales presentations online and in-person
- Apply effective techniques in developing and qualifying sales leads
- Formulate probing questions to uncover needs and/or identify problems
- Present product/service features and benefits
- Demonstrate the ability to deal with objections and advance the process to the point of closing the sale
- Develop a plan to follow-up and service the sale
- Recognize the importance of ethical behaviour in business relationships
- Describe 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)
- Value the importance of the sales profession to the Canadian economy
- Identify a number of online platforms that support selling efforts
- Explain and provide original examples of Social Selling techniques
Textbooks and Materials to be Purchased by Students
Textbook: Manning, Reece, et al. Selling Today: Partnering to Create Value, Pearson, latest Canadian edition and/or other textbook(s) (or other materials as approved by the Department).
Requisites
Prerequisites
No prerequisite courses.
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.
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 2150 |
---|---|
Alexander College (ALEX) | ALEX COMM 2XX (3) |
Athabasca University (AU) | AU MKTG 3XX (3) |
BC Institute of Technology (BCIT) | BCIT MKTG 2243 (4) |
Camosun College (CAMO) | CAMO MARK 235 (3) |
Capilano University (CAPU) | CAPU BMKT 263 (3) or CAPU TOUR 205 (3) |
Kwantlen Polytechnic University (KPU) | KPU MRKT 2XXX (3) |
Langara College (LANG) | LANG MARK 1200 (3) |
Okanagan College (OC) | OC BUAD 176 (3) |
Simon Fraser University (SFU) | SFU BUS 2XX (3) |
Thompson Rivers University (TRU) | TRU MKTG 3450 (3) |
Thompson Rivers University (TRU) | TRU BBUS 2XXX (3) |
Trinity Western University (TWU) | TWU BUSI 2XX (3) |
University of British Columbia - Okanagan (UBCO) | UBCO MGMT_O 2nd (3) |
University of British Columbia - Vancouver (UBCV) | UBCV COMM_V 2nd (3) |
University of the Fraser Valley (UFV) | UFV BUS 221 (3) |
University of Victoria (UVIC) | No credit |
Vancouver Island University (VIU) | VIU MARK 362 (3) |
Course Offerings
Fall 2024
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
33540
|
Wed | Instructor Last Name
Patterson
Instructor First Name
Lorne
|
Course Status
Waitlist
|
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
33541
|
Wed | Instructor Last Name
Cornford
Instructor First Name
Michael
|
Course Status
Waitlist
|
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
33542
|
Thu | Instructor Last Name
Ricard
Instructor First Name
Chris
|
Course Status
Full
|
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
33543
|
Tue | Instructor Last Name
Ricard
Instructor First Name
Chris
|
Course Status
Full
|
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
34304
|
Thu | Instructor Last Name
Singh
Instructor First Name
Daman
|
Course Status
Full
|
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
34357
|
Fri | Instructor Last Name
Sen
Instructor First Name
Antara
|
Course Status
Waitlist
|
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
34859
|
Thu | Instructor Last Name
Wamser
Instructor First Name
Anja Lina
|
Course Status
Full
|
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
36042
|
Tue Thu | Instructor Last Name
Vipat
Instructor First Name
Padma
|
Course Status
Open
|
CRN | Days | Instructor | Status | More details |
---|---|---|---|---|
CRN
36577
|
Fri | Instructor Last Name
Sen
Instructor First Name
Antara
|
Course Status
Waitlist
|