Lecture: 2 Hours/week
Student Presentations: 2 Hours/week
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.
- Partnering - building professional relationships
- Communication styles
- Product strategies - features and benefits
- Buyer behaviour
- Prospecting and preparing the pre-approach to a sales call
- Planning and executing the presentation, including demonstration
- Handling objections
- Closing the sale
- Servicing the sale
- The importance of strong ethics in relationship selling
- Management of self and employing of technology for increased effectiveness
At the end of the course, the successful student should be able to:
- Apply effective techniques in developing and qualifying sales leads;
- Demonstrate good techniques in sales presentations;
- Demonstrate the ability to deal with objections to advance the sale;
- Demonstrate the ability to close the sale;
- Develop a plan to follow-up and service the sale;
- Understand the importance of ethical behaviour in business relationships;
- 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);
- Understand the value and importance of the sales profession to the Canadian economy.
Evaluation will be carried out in accordance with the Douglas College Evaluation Policy.
Students must complete all projects, presentations and write all examinations in order to be eligible for a passing grade in the course.
Textbooks and Materials to be Purchased by Students
Manning, Reece, et al. Selling Today: Building Quality Partnerships, Prentice Hall, latest Canadian edition and/or other textbook(s) and/or other materials as approved by the Department.