vcc.ca
LERN 1310: Power Selling
Effective date
January 2021
Department
LERN UGotClass
School
Continuing Studies
Description
No matter what product or service you represent, there are powerful strategies that will help you become a top-producing sales person. Gain a better understanding of the importance of the sales function and learn new skills in relationship management, prospecting, customer management, and delivering a compelling sales presentation. Move yourself or your sales team to increased success.
This course is offered in partnership with Learning Education Resource Network - UGotClass. For more information see http://yougotclass.org/index.cfm/VCC
Credits
0.0
Year of study
General Interest
Prerequisites
None
Corequisites
None
Course Learning Outcomes
Upon successful completion of this course, students will be able to:
- Describe career opportunities in sales and discuss the role of sales in business.
- Discuss and demonstrate elements of successful selling including communication styles and skills, conversation and listening skills, telephone techniques and skills, personal appearance and body language, time and records management and territory planning.
- Illustrate and integrate customer strategy into sales strategy, including target market segmentation, database marketing, the customer decision-making process and influences on the customer decision-making process
- Recognize and utilize successful sales strategies and tools into the sales process including the ability to locate and qualify prospects.
- Discuss and be able to plan, customize and conduct a sales presentation, including product demonstration, handling objections, opening and closing techniques, servicing a sale and the use of negotiation.
Prior Learning Assessment & Recognition (PLAR)
None
Hours
Lecture, Online, Seminar, Tutorial: 16
Total Hours: 16
Total Hours: 16
Instructional Strategies
Grading System
Satisfactory/Unsatisfactory
Passing grade
S - based on: 1. Make at least one comment every week in the discussion. 2. Take every Unit self-quiz. Completion Timeline -The requirements should be done by the last day of the course.
Evaluation Plan
None
Course topics
- Sales and Relationship Management
- Prospecting and Customer Management
- Product/Service Features and Benefits
- The Sales Presentation
Notes:
- Course contents and descriptions, offerings and schedules are subject to change without notice.
- Students are required to follow all College policies including ones that govern their educational experience at VCC. Policies are available on the VCC website at:
https://www.vcc.ca/about/governance--policies/policies/. - To find out if there are existing transfer agreements for this course, visit the BC Transfer Guide at https://www.bctransferguide.ca.