MKTG 3451: Professional Selling
Students examine an overall analysis of the professional selling function, and gain insight into the role of personal selling in marketing and society and its applications within organizations. Topics include being a professional salesperson; knowing your product; finding customers; presenting successfully; closing sales; and managing and being managed.
Objectives
After successfully completing this course, students should be able to:
- Explain the key components, frameworks, and methods used in the selling process and in sales management
- Develop relationship strategies, product strategies, customer strategies, and presentation strategies that advance the sale
- Design, execute, document, and critique a comprehensive sales strategy for a real organization
Course outline
Module 1: Being a Professional Salesperson
- Topic 1: Developing a Personal Selling Philosophy
- Topic 2: Developing a Relationship Strategy
- Topic 3: Building an Ethical Foundation
Module 2: Knowing Your Product
- Topic 1: How to Add Value
- Topic 2: Becoming a Product Expert
- Topic 3: Features and Benefits
- Topic 4: Product Positioning
Module 3: Finding Customers
- Topic 1: Understanding Buyer Behaviour
- Topic 2: Planning Your Prospecting
- Topic 3: Generating Prospects
- Topic 4: Building a Prospect Database
Module 4: Presenting Successfully
- Topic 1: Pre-Approach
- Topic 2: Approach
- Topic 3: Consultative Sales Presentations
- Topic 4: Sales Demonstrations
Module 5: Closing Sales
- Topic 1: Identifying Buyer Concerns
- Topic 2: Addressing Buyer Concerns
- Topic 3: Closing the Sale
- Topic 4: Building Future Sales
Module 6: Managing and Being Managed
- Topic 1: Managing Your Time
- Topic 2: Managing Your Sales Territory
- Topic 3: Managing Stress
- Topic 4: Managing a Sales Force
Required text and materials
Manning, G. L., Ahearne, M., Reece, B. L., & MacKenzie, H. F. Selling Today: Partnering to Create Value. 7th Canadian ed., includes access kit for Companion Website. Toronto, ON: Pearson, 2016.
Type: Textbook, ISBN: 978-0-13-315685-0
Additional requirements
A computer with Internet access is required.
Assessments
Please be aware that due to COVID-19 safety guidelines all in-person exams have been suspended. As such, all final exams are currently being delivered through ProctorU, which has an approximate fee of $35 involved. There will be more information in your course shell, on how to apply, if your course has a final exam.
In order to successfully complete this course, students must obtain at least 50 % on the mandatory final exam and 50 % overall. It is strongly recommended that students complete all assignments in order to achieve the learning objectives of the course.
| Assignment 1.1: Ethics Game Reflection | 10% |
| Assignment 1.2: Integrated Assignment Plan (required, but no grade) | 0% |
| Assignment 2: Product Overview | 10% |
| Assignment 3: Develop a Prospect List | 10% |
| Assignment 4: Prepare a Sales Presentation | 10% |
| Assignment 5: Do a Sales Presentation and Report | 10% |
| Assignment 6: Reflective Summary (10%), and Overall Contribution to Discussions (5%) | 15% |
| Final Exam * | 35% |
| TOTAL | 100% |
* Mandatory
Open Learning Faculty Member
An Open Learning Faculty Member is available to assist students throughout the course. Primary communication is through the Learning Environment's "Mail" tool or by phone. Students will receive the necessary contact information when starting the course.