Marketing 362Professional Selling

with Duane WeaverWeek 1 - Introduction

Today’s Outline

IntroductionsOverview of Course OutlineOverview of Course TextOverview of Evaluation RequirementsDefining “Professional Selling”

Introductions - Instructor

Duane Weaver B.Comm., M.D.Ed. (honours), IESNA CEO 2Birds1Stone Marketing, Business and Computer App’s 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

Introductions - Students

Your name?Something of interest about yourself?Why are you studying “Professional

Selling”?What do you expect to learn from this course?

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, 3rd Edition. Adams Media Corporation, 2010.

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

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

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

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 Thursday.

SEE YOU NEXT CLASS