SIB470 - International Effective Selling

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Last revision date Feb 1, 2016 12:18:07 AM
Last review date Feb 12, 2016 3:26:21 PM

Subject Title
International Effective Selling

Subject Description
This is a practical "how to" subject, providing students with the tools necessary to partner, add value and secure sales in the international marketplace. This subject presents material from the perspective of the Canadian business person and focuses on developing a personal selling philosophy through a team-based project approach to exporting as a means of entry into a foreign market. Relationship, product and customer strategic skills are developed to identify and maximize opportunities and prepare sales forces to effectively present and sell in the international cross-cultural environment.

Credit Status
One credit.

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

  1. Develop a personal selling philosophy based on consultative and relationship selling in the Information Economy.
  2. Demonstrate the ability to successfully identify foreign sales opportunities through effective sourcing research information and prospective sales opportunities.
  3. Discuss how self-concept and a personal selling philosophy form the foundation for building long-term selling relationships.
  4. Identify and describe the major nonverbal factors that shape our sales image.
  5. Understand the cross-cultural components and variables in the global market that help us establish relationships.
  6. Demonstrate versatility through adaptive communication styles.
  7. Appreciate ethics in the context of international business from a corporate and personal perspective.
  8. Demonstrate how to translate product features into buyer benefits.
  9. Develop a product strategy and develop product selling strategies that add value.
  10. Develop a "Win-Win" customer strategy to achieve alignment with the customer's buying process.
  11. Effectively demonstrate an international sales presentation by integrating the techniques on interactive selling using technology and written reports.
  12. Understand the steps of a selling process through the development of an "International Sales Manual" that describe the execution of the steps of interactive/consultative selling.
  13. Identify the importance of developing a prospect base.
  14. Demonstrate all sales techniques in an effective and logical format with the use of visual presentations and technology / sales aids.
  15. Learn how to use audio-visual presentations effectively.
  16. Generate a word-processed "Product Briefing Report" that distinguishes between features and benefits.
  17. List and discuss selected guidelines for negotiating buyer concerns, adapting the close and confirming the partnership.
  18. Demonstrate personal management skills such as positive attitude and behaviour, responsibility and adaptability.
  19. Apply leadership skills to sales management.

Essential Employability Skills
Communicate clearly, concisely and correctly in the written, spoken and visual form that fulfils the purpose and meets the needs of the audience.

Respond to written, spoken, or visual messages in a manner that ensures effective communication.

Apply a systematic approach to solve problems.

Use a variety of thinking skills to anticipate and solve problems.

Locate, select, organize, and document information using appropriate technology and information systems.

Analyze, evaluate, and apply relevant information from a variety of sources.

Show respect for diverse opinions, values, belief systems, and contributions of others.

Interact with others in groups or teams in ways that contribute to effective working relationships and the achievement of goals.

Manage the use of time and other resources to complete projects.

Take responsibility for one's own actions, decisions, and consequences.

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.