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.
| Class participation | 10% |
| Interactive presentations | 40% |
| Term Project | 25% |
| Examination(s) | 25% |
| Total | 100% |
Evaluation will be carried out in accordance with the ÁñÁ«ÊÓƵ 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.