Course

Personal Selling

Faculty
Commerce & Business Administration
Department
Marketing
Course Code
MARK 2150
Credits
3.00
Semester Length
15
Max Class Size
25
Method(s) Of Instruction
Lecture
Seminar
Typically Offered
To be determined

Overview

Course Description
This course focuses on the theoretical and practical techniques used in selling goods and services in a business-to-business (B2B) environment. Emphasis is given to developing a selling framework along with practical skills in presenting goods and services to prospective buyers.

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.
Course Content
  1. A framework to build and execute the selling process
  2. Partnering - building professional relationships
  3. Communication styles
  4. Product strategies - features and benefits
  5. Buyer behaviour
  6. 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
  7. The importance of strong ethics in relationship selling
  8. Management of self and employing of technology for increased effectiveness
  9. Social selling, virtual selling and other emerging platforms
Learning Activities

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.

Means of Assessment

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.

Learning Outcomes

At the end of the course, the successful student should be able to:

  1. Recall the steps of a complete sales call
  2. Demonstrate good techniques in sales presentations online and in-person
  3. Apply effective techniques in developing and qualifying sales leads
  4. Formulate probing questions to uncover needs and/or identify problems
  5. Present product/service features and benefits
  6. Demonstrate the ability to deal with objections and advance the process to the point of closing the sale
  7. Develop a plan to follow-up and service the sale
  8. Recognize the importance of ethical behaviour in business relationships
  9. 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)
  10. Value the importance of the sales profession to the Canadian economy
  11. Identify a number of online platforms that support selling efforts
  12. Explain and provide original examples of Social Selling techniques
Textbook Materials

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.

(Current)

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
CRN
33540
 Wed
Instructor Last Name
Patterson
Instructor First Name
Lorne
Course Status
Open
Maximum Seats
25
Currently Enrolled
17
Remaining Seats:
8
On Waitlist
0
Building
Anvil Office Tower
Room
626
Times:
Start Time
12:30
-
End Time
15:20
CRN Days Instructor Status
CRN
33541
 Wed
Instructor Last Name
Cornford
Instructor First Name
Michael
Course Status
Open
Maximum Seats
25
Currently Enrolled
15
Remaining Seats:
10
On Waitlist
0
Building
Anvil Office Tower
Room
708
Times:
Start Time
15:30
-
End Time
18:20
CRN Days Instructor Status
CRN
33542
 Thu
Instructor Last Name
Ricard
Instructor First Name
Chris
Course Status
Open
Maximum Seats
25
Currently Enrolled
18
Remaining Seats:
7
On Waitlist
0
Building
Anvil Office Tower
Room
708
Times:
Start Time
9:00
-
End Time
11:50
CRN Days Instructor Status
CRN
33543
 Tue
Instructor Last Name
Ricard
Instructor First Name
Chris
Course Status
Open
Maximum Seats
25
Currently Enrolled
10
Remaining Seats:
15
On Waitlist
0
Building
New Westminster - South Bldg.
Room
S1814
Times:
Start Time
18:30
-
End Time
21:20
CRN Days Instructor Status
CRN
34304
 Thu
Instructor Last Name
Singh
Instructor First Name
Daman
Course Status
Open
Maximum Seats
25
Currently Enrolled
15
Remaining Seats:
10
On Waitlist
0
Building
Anvil Office Tower
Room
707
Times:
Start Time
15:30
-
End Time
18:20
CRN Days Instructor Status
CRN
34357
 Fri
Instructor Last Name
TBA
Instructor First Name
(Faculty)
Course Status
Open
Maximum Seats
25
Currently Enrolled
15
Remaining Seats:
10
On Waitlist
0
Building
Anvil Office Tower
Room
707
Times:
Start Time
9:00
-
End Time
11:50
CRN Days Instructor Status
CRN
34859
 Thu
Instructor Last Name
Wamser
Instructor First Name
Anja Lina
Course Status
Open
Maximum Seats
25
Currently Enrolled
2
Remaining Seats:
23
On Waitlist
0
Building
Coquitlam - Bldg. A
Room
A1130
Times:
Start Time
18:30
-
End Time
21:20
CRN Days Instructor Status
CRN
36042
 Tue Thu
Instructor Last Name
Vipat
Instructor First Name
Padma
Course Status
Open
Maximum Seats
25
Currently Enrolled
3
Remaining Seats:
22
On Waitlist
0
Building
Coquitlam - Bldg. A
Room
A2070
Times:
Start Time
12:30
-
End Time
14:20
CRN Days Instructor Status
CRN
36577
 Fri
Instructor Last Name
TBA
Instructor First Name
(Faculty)
Course Status
Open
Maximum Seats
25
Currently Enrolled
13
Remaining Seats:
12
On Waitlist
0
Building
Anvil Office Tower
Room
607
Times:
Start Time
12:30
-
End Time
15:20