BUS 392 Professional Sales Skills. No matter the industry, nor the state of the economy, businesses are almost always on the search to find enthusiastic, entrepreneurial, and effective sales people. Upon successful completion of this course, students will understand and demonstrate the core skills of professional selling, with a focus on the common tools and processes used in the field. Relationship-building and needs-satisfaction are fundamental components of the process. Strong English language verbal communication skills are needed to be successful in this course.
Prerequisites: TWC 164 or ENGL 110 or equivalent with a minimum of 60%, or, and BUS 381 with a minimum of 68%
Accessibility Services Notice
Students who would like an academic accommodation and who have a documented disability should contact Accessibility Services, if they have not already done so.Course Details| Total number of weeks | 15 |
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| Total Credits | |
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| Total Hours | 45 |
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Typical hours per week breakdown| Lecture | 3 |
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Learning Outcomes
Upon successful completion of this course, the learner will be able to:
- Identify the characteristics, knowledge and skills necessary to be a successful salesperson
- Identify the steps in the sales process
- Develop a persuasive sales presentation
- Deliver a persuasive sales presentation
- Evaluate a sales presentation
- Identify strategies for dealing with ethical challenges in a variety of sales contexts within the Canadian business environment
Teaching and Learning Approach
This course utilizes in-class lecture and content delivery (supplemented with online resources and testing), and
includes regular individual and group role-play, simulations, and experiential exercises and activities in class.Learning Resources
Avila, R. A., Ingram, T. N., LaForge, R. W., Schwepker, C. H., & Williams, M. R. (2017). Sell5: Trust-based
professional selling. Boston, MA: Cengage Learning.Detailed Course Content, Topics, and Sequence Covered
1. Overview of personal selling Weekly content schedule subject to change. See Moodle for the most up-to-date information.
2. Building Trust and Sales Ethics Weekly content schedule subject to change. See Moodle for the most up-to-date information.
3. Understanding Buyers Weekly content schedule subject to change. See Moodle for the most up-to-date information.
4. Purchase decisions Weekly content schedule subject to change. See Moodle for the most up-to-date information.
5. Time in-class to work on Group Assignment Case 1, Ch 1-3. Weekly content schedule subject to change. See Moodle for the most up-to-date information.
6. Group Assignment Case 1 - presentations in class. 25% of final grade. Weekly content schedule subject to change. See Moodle for the most up-to-date information.
7. Winter Study Break Weekly content schedule subject to change. See Moodle for the most up-to-date information.
8. Midterm week (no exam in this course; no class this week) Weekly content schedule subject to change. See Moodle for the most up-to-date information.
9. Communications; Strategic Prospecting Weekly content schedule subject to change. See Moodle for the most up-to-date information.
10. Time in-class to work on Individual Assignment Case 2, Ch 4-5. Weekly content schedule subject to change. See Moodle for the most up-to-date information.
11. Individual Assignment Case 2 - presentations in class. 25% of final grade. Weekly content schedule subject to change. See Moodle for the most up-to-date information.
12. Customer focus; sales dialogue; resistance; Weekly quizzes; in-class group activity Weekly content schedule subject to change. See Moodle for the most up-to-date information.
13. Group Assignment Case #3 (25% of final grade), covering chapters 7 & 8. Weekly content schedule subject to change. See Moodle for the most up-to-date information.
14. Expanding customer relationships Self-leadership and teamwork in sales Weekly content schedule subject to change. See Moodle for the most up-to-date information.
15. Final exam weekAssessment
| Title | Learning Outcomes | Value |
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| Weekly quizzes (each chapter) | 1,2,3,4,5,6 | 25% |
| Case Scenario / Presentation 1 (Group) | 3,4,5,6 | 25% |
| Case Scenario / Presentation 2 (Individual) | 3,4,5,6 | 25% |
| Case Scenario / Presentation 3 (Group) | 3,4,5,6 | 25% |
| Total | 100% |
Grading Table
Standard Academic and Career Programs Grading Table
| Percentage |
Letter Grade |
GPA |
| 90-100 |
A+ |
4.33 |
| 85-89 |
A |
4.00 |
| 80-84 |
A- |
3.67 |
| 76-79 |
B+ |
3.33 |
| 72-75 |
B |
3.00 |
| 68-71 |
B- |
2.67 |
| 64-67 |
C+ |
2.33 |
| 60-63 |
C |
2.00 |
| 55-59 |
C- |
1.67 |
| 50-54 |
P |
1.00 |
| 0-49 |
F |
0.00 |
| |
DNW |
0.00 |
See the Academic Calendar for General Information including how to withdraw from course(s) and other regulations.
Disclaimer
Information contained in this course outline is correct at the time of publication. Content of the course is revised on an ongoing basis to ensure relevance to changing educational, employment and market needs. The instructor will endeavor to provide notice of changes to students as soon as possible. The instructor reserves the right to add or delete material from courses.