MRK320 - Marketing: Effective Selling

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Last revision date Mar 19, 2014 2:13:33 PM
Last review date Mar 19, 2014 2:29:21 PM

Subject Title
Marketing: Effective Selling

Subject Description
A career in selling can focus on either industrial or retail sales. This subject deals primarily with industrial selling using ethical and logical techniques that many successful salespeople use in their careers.

Credit Status
One full credit.

Learning Outcomes
Upon successful completion of this subject the student will be able to:

1. Explain the role of a salesperson, potential career paths and the role of selling activities in an organization and the economy as a whole.

2. Distinguish between different business customers in the following area: consumer, industrial and service industries.

3. Distinguish between features and benefits of their chosen products/service.

4. Describe their customer, their company, and their competition.

5. Describe the process of the strategic selling methods including the consultative, teamwork/partnership roles in a B2B situation.

6. Demonstrate the ability to identify and assess communication styles and how to "flex" their style to build rapport to develop the relationship.

7. Develop, organize and deliver an effective sales presentation.

8. Explain the steps of the selling process.

9. Demonstrate the ability to problem solve in a diverse group situation and to co-operate in group activities as an effective team player.

10. Recognize and apply "needs discovery" skills through appropriate questioning techniques.

11. Set and meet goals by preparing and delivering a sales presentation and be able to negotiate and use various trial closes and different closing techniques.

Cheating and Plagiarism
Each student should be aware of the College's policy regarding Cheating and Plagiarism. Seneca's Academic Policy will be strictly enforced.

To support academic honesty at Seneca College, all work submitted by students may be reviewed for authenticity and originality, utilizing software tools and third party services. Please visit the Academic Honesty site on for further information regarding cheating and plagiarism policies and procedures.

All students and employees have the right to study and work in an environment that is free from discrimination and/or harassment. Language or activities that defeat this objective violate the College Policy on Discrimination/Harassment and shall not be tolerated. Information and assistance are available from the Student Conduct Office at

Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Disabilities Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.