Marketing 362 Professional Selling

1
Marketing 362Professional Selling

• with Duane Weaver
• Week 1 - Introduction

2
Todays Outline

• Introductions
• Overview of Course Outline
• Overview of Course Text
• Overview of Evaluation Requirements
• Defining Professional Selling

3
Introductions - Instructor

• Duane Weaver
• B.Comm., M.D.Ed. (honours), IESNA
• CEO 2Birds1Stone
• Marketing, Business and Computer Apps Instructor
• 20 years management experience
• Sales Experience
• Top Sales Awards (several times)
• Largest North American Deal (40 Million)
• Direct Sales Products/Services sold A.I.
  (artificial intelligence) software, E-Commerce
  solutions, Telecommunications systems, Cars,
  Maintenance Programs, Greeting Cards
• Enjoy sailing, soccer, cycling, golf and camping

4
Introductions - Students

• Your name?
• Something of interest about yourself?
• Why are you studying Professional Selling?What
  do you expect to learn from this course?

5
Course Text and supplements

• Required Readings
• The Sales Success Handbook, 20 Lessons to Open
  and Close Sales Now, Linda Richardson. McGraw
  Hill, 2003.
• Value-Added Selling How to Sell More Profitably,
  Confidently, and Professionally by Competing on
  VALUE, Not Price (3rd edition), Reilly.
  McGraw-Hill, 2010.
• Selling to VITO (the very important top officer),
  Parinello, 2nd Edition. Adams Media Corporation,
  1999.

6
Course Outline

• See Handout
• This is very much a HANDS ON COURSE whereby
  the seminar time will take the form of practice
  exercises and will also be used to allow for more
  personal interaction such as the discussion of
  personal experiences and selling skills.
• This course will take a lecture/seminar approach.
  We will have
• one team sales project (to defined by end of week
  5),
• one individual sales project (to be defined after
  Test 1),
• one term test and
• a second term test.
• Seminar exercises and periodic pop-quizzes will
  be conducted to help develop and assess your
  continued progress

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Course Evaluation

• Term Test 1 20
• Team Selling Project 20
• Team Peer Evaluation 5
• Seminar Exercises Pop Quizzes 10
• Term Test 2 25
• Individual Sales Video Project 20
• THERE ISNO FINAL EXAM

8
Professional Selling Defined

• Please take out a sheet of paper and provide
• your first and last name on the top of the paper
• your student I.D. on the top of the paper
• briefly answer the following question in one
  paragraph
• What does Professional Selling mean to you?
• Please Hand in your answer before you leave today

9
Thanks!

• Please come prepared to classes having read the
  required readings ahead of time.
• Next class
• Think about any experience you have had selling
  (if none, think of sales experiences you have
  engaged in as a buyer).
• See you on Thursday.

SEE YOU NEXT CLASS