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MARK 470

Selling and Sales Management

3 units

Fall 2026

Topics

  • What is Professional Selling?
  • Characteristics of Good Salespeople Understanding Customer Decision Making
  • Identifying and Qualifying Prospects
  • Finding the Right Communication Style
  • Approaching and Discovering Customer Needs
  • Creating Product Solutions
  • Sales Demonstration and Presentations
  • Negotiating Customer Concerns
  • Closing the Sale Closing the Sale Holdings
  • Post Purchase Customer Management
  • Identifying and understanding the needs of prospective customers
  • Creating product solutions that solve problems
  • Developing sales demonstrations and proposals
  • Negotiating customer objections and closing the sale
  • Using technology and social media in the sales process
  • Managing and evaluating a salesforce
  • Ethical and cross-cultural aspects of selling

Readings

  • Allen, B.J., & Kelly, D. (2025), Professional Selling: A Guide for the Modern Sales Professional, 1st edition, Provo, UT: Edify
    recommended
  • Manning, G.L., Ahearne, M., Reece, B.L., & Mackenzie, H.F. (2022), Selling Today: Partnering to Create Value, 8th Canadian edition, North York: Pearson
    recommended
  • Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker, C.H., & Williams, M.R. (2020), Sales Management: Analysis and Decision Making, 10th edition, NY: Routledge
    recommended
Winter 2026

Topics

  • Course Introduction
  • What is Professional Selling?
  • Characteristics of Good Salespeople
  • Understanding Customer Decision Making Processes
  • Identifying and Qualifying Prospects
  • Finding the Right Communication Style
  • Approaching and Discovering Customer Needs
  • Creating Product Solutions
  • Sales Demonstration and Presentations
  • Sales Demonstration and Presentations Negotiating Customer Concerns
  • Negotiating Customer Concerns
  • Closing the Sale
  • Post Purchase Customer Management
  • Sales Management: Recruitment and Leadership
  • Sales Management: Recruitment and Leadership Guest Speakers: Tage Cowley, Colin Gurlitz, Trixie
  • Sales Management: Motivation and Evaluation
  • Using technology and Social Media for selling
  • Sales Analytics and Research
  • International Selling
  • Ethical and Legal Considerations

Readings

  • Allen, B.J., & Kelly, D. (2025), Professional Selling: A Guide for the Modern Sales Professional, 1st edition, Provo, UT: Edify
    recommended
  • Manning, G.L., Ahearne, M., Reece, B.L., & Mackenzie, H.F. (2022), Selling Today: Partnering to Create Value, 8th Canadian edition, North York: Pearson
    recommended
  • Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker, C.H., & Williams, M.R. (2020), Sales Management: Analysis and Decision Making, 10th edition, NY: Routledge
    recommended
Sources