MARK 1200: Selling Skills

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Course Format Lecture 4.0 h + Seminar 0.0 h + Lab. 0.0 h
Credits 3.0

Course Description

This course exposes students to the principles of professional selling. The focus is on relationship and needs-based selling in a business-to-business environment. It prepares students for a range of life skills such as interviewing for jobs or "selling" ideas within their organizations. The course also focuses on understanding customer and sales representative behaviour in a selling environment as well as learning about prospecting, different forms of presentations, objection handling, and various closing techniques. Students will apply their skills by selling advertising for the Pacific Rim magazine.

Students will receive credit for only one of MARK 1200 or 1218.

Prerequisite(s): A minimum "C-" grade in MARK 1115.

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Course Outline