Personal Selling

Curriculum guideline

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Course
MARK 2150
Discontinued
No
Course code
MARK 2150
Descriptive
Personal Selling
Department
Marketing
Faculty
Commerce & Business Administration
Credits
3.00
Start date
End term
202020
PLAR
Yes
Semester length
15 Weeks X 4 Hours per Week = 60 Hours
Max class size
25
Contact hours
Lecture: 2 Hours In-Class Student Presentations: 2 Hours Total: 4 Hours
Method(s) of instruction
Lecture
Seminar
Learning activities

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.

Course description
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.
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
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.

Textbook materials

Textbooks and Materials to be Purchased by Students

Manning, Reece, et al.  Selling Today: Building Quality Partnerships, Latest Canadian Ed.  Prentice Hall or equivalent text.

Which prerequisite

MARK 4410; MARK 3500