The University of Alberta

The University of Alberta School of Business

Department of Marketing, Business Economics and Law

Marketing 470, X1 - Selling and Sales Management Fall Term 2002 Instructor: Paul McElhone

Class: M 1830 - 2130.

Location: Bus B-05 Office: Bus 2-45 Telephone: 492-9381

Fax: 492-4631

E-mail: [email protected]

Website: http://courses.bus.ualberta.ca/mark470-mcelhone Office Hours: Monday to Friday by appointment

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Text: Selling Today by Manning, Reece, and MacKenzie, the Canadian second edition by Prentice Hall

Course Content: Sales and Sales Management will present the changing nature of personal selling today. The course will show how to master vital relationship- building skills and apply modern sales techniques to achieve long-term success in the selling field. Starting with a personal selling philosophy, the course will explore relationship, product, customer, and presentation strategies for effective selling. The importance of self-management and the dynamics of managing the sales force will also be discussed.

The course is designed both as an applied and as an academic approach to selling. The art of selling is a craft that is developed. Students will be expected to participate in role plays, spontaneous selling exercises, as well as giving and receiving direct feedback about their own and other's selling styles.

Objectives: 1. To develop the ‘craft’ of relationship selling

2. To understand the strategies involved in relationship selling 3. To understand the relationship between corporate image, product,

customer and sales person 4. To manage yourself and others

Course Requirements: Sales people today are disciplined specialists. The course is a reflection of ‘real world’ expectations

1. Regular attendance and punctuality are mandatory just as they are in the real world. Only extraordinary circumstances will be accepted as valid reasons for missing class or being late. Special circumstances that lead to excessive absenteeism should be discussed with the instructor.

2. Each lesson may encompass a variety of discussions, questions and answers, and selling activities. You must maintain an open and safe communication style in order that the class may benefit from everyone’s input.

3. You are expected to participate fully in class and you must complete the readings prior to the lectures, in order to be thoroughly prepared for every class.

4. All assignments must be completed by the due date and should be of a high quality. Proper spelling, grammar and punctuation will be expected in all written work, and will be taken into

consideration when grades are assigned. Companies today are obsessed with detail. It is what separates them from the

competition. Your work should reflect ‘real world’ expectations.

Assignment:

The greatest challenge any of us face is selling ourselves. Pick a company that you would like to work for. Research the company and give an overview of its mission, vision, core values and why you want to work for this company. You are both the product and the salesperson in this scenario. Using the Six-Step

Presentation Model develop a game plan that will help you “sell yourself” during the interview process. Cover all of the six steps in the Presentation Model. The assignment is to be no more than 12 to 15 pages, double spaced, in a 12 point font. Relevant attachments should be included as appendices.

Grading: Class Participation 10%

Mystery Selling 10%

Midterm 25%

Final 25%

Assignment (due Friday Nov. 8, 2002) 30%

Marketing 470, Tentative Schedule, Fall 2002

Mark 470, LEC X1 , M, 6:30 p.m. – 9:30 p.m., Bus B-05

2002 Marketing 470 – Section X1

Date Material Covered

Chapter 1

Personal Selling & the Marketing Concept Chapter 2

Personal Selling Opportunities September 16 Chapter 3

Relationship Strategy Chapter 4

Communication Styles September 23 Chapter 5

Creating Product Solutions Chapter 6

Developing Product Selling Strategies September 30 Chapter 7

Understanding Buyer Behaviour Chapter 8

Developing a Prospect Base October 7 Chapter 9

Approaching the Customer Chapter 10

Creating a Consultative Sales Presentation October 14 Thanksgiving – University closed

October 21 Mid-term Exam – 1.5 hours October 28 Chapter 11

Custom Fitting the Sales Demonstration Chapter 12

Negotiating Buyer Concerns November 4 Chapter 13

Closing and Confirming the Sale Chapter 14

Servicing the Sale November 8 Assignment due

Marketing 470, Tentative Schedule, Fall 2002

Mark 470, LEC X1 , 6:30 p.m. – 9:30 p.m., Bus B-05

November 11 Remembrance Day – University Closed November 18 Chapter 15

Management of Self Chapter 16

Ethics November 25 Chapter 17

Management of the Sales Force December 2 Final Exam – 1.5 hrs