vcc.ca
MKTG 2004: Professional Selling
Effective date
September 2022
Department
Marketing Technology Diploma
School
Hospitality, Food Studies and Applied Business
Description
Students study the sales process as it applies to the successful selling of both goods and services to organizations. Students explore and practice each step in the sales process through hands-on interactive activities. The focus of this course is on building long-term, mutually beneficial relationships established through trust and ethical decision making.
Credits
3.0
Year of study
2nd Year Post-secondary
Prerequisites
None
Corequisites
None
Course Learning Outcomes
Upon successful completion of this course, students will be able to:
- Describe the career opportunities available in organizational sales
- Demonstrate professional verbal communication skills
- Explain the importance and role of personal selling in the integrated marketing communications mix of a company
- Perform each of the steps of the selling process
- Apply the basic strategies that relate to management of self and others as a professional salesperson
- Explain the importance of developing mutually rewarding and long-term relationships in an ethical sales environment
- Explain techniques and strategies used for inside sales
- Describe the unique characteristics of selling in the technology industry
- Demonstrate an understanding of the difference between business to consumer (B2C) and business to business (B2B) sales techniques
Prior Learning Assessment & Recognition (PLAR)
None
Hours
Lecture, Online, Seminar, Tutorial: 45
Total Hours: 45
Total Hours: 45
Instructional Strategies
Lectures, demonstrations, role playing
Grading System
Letter Grade (A-F)
Passing grade
D (50%)
Evaluation Plan
|
Type |
Percentage |
Assessment activity |
|
Participation |
10 |
Actively contributes to course discussions and activities |
|
Assignments |
35 |
Sales activities |
|
Project |
30 |
Sales assignment |
|
Quizzes/Tests |
25 |
|
Course topics
- Overview of Personal Selling
- Building Trust and Sales Ethics
- Understanding Buyers
- Communication Skills
- Strategic Prospecting and Preparing for Sales Dialogue
- Negotiation
- Sales Dialogue: Creating and Communicating Value
- Addressing Concerns and Earning Commitment
- Expanding Customer Relationships
- Adding Value: Self Leadership and Teamwork
- Sales Management and Technology
- B2B Sales
- B2C Sales
Learning resources
SELL (latest Canadian edition). Nelson, Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker,
C. H., & Williams, M. R., Shannahan, K.L.
C. H., & Williams, M. R., Shannahan, K.L.
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.