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.
Learning outcomes
- 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 topics
- Module 1: Being a Professional Salesperson
- Module 2: Knowing Your Product
- Module 3: Finding Customers
- Module 4: Presenting Successfully
- Module 5: Closing Sales
Required text and materials
Students require the following e-textbook, which can be purchased directly from the TRU bookstore site at: https://thebookstore.tru.ca/site_digital.asp
- Manning, G. L., Ahearne, M., Reece, B. L., & MacKenzie, H. F. (2022). MyLab Marketing
with Pearson e-Text for Selling Today: Partnering to Create Value (8th Canadian ed.),
Toronto, ON: Pearson.
Type: E-Textbook. ISBN: 9780135706886 or 9780135762226
Assessments
Please be aware that should your course have a final exam, you are responsible for the fee to the online proctoring service, ProctorU, or to the in-person approved Testing Centre. Please contact exams@tru.ca with any questions about this.
To successfully complete this course, students must achieve a passing grade of 50% or higher on the overall course, and 50% or higher on the final mandatory exam.
| Assignment 1: Ethics Game Reflection & Communication Style Assessment | 10% |
| Assignment 2: Buyer’s Information Sheet | 15% |
| Assignment 3: Role-play a Complete Sales Presentation | 20% |
| Assignment 4: Reflective Summary and Overall Contribution to Discussions | 15% |
| Final Exam (mandatory) | 40% |
| TOTAL | 100% |
Open Learning Faculty Member Information
An Open Learning Faculty Member is available to assist students. Students will receive the necessary contact information at the start of the course.
