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BUSI 3210

Personal Selling

0.5 credit · Undergraduate

Provides an introduction to and application of the principles of personal selling for persons pursuing any vocation, as well as those aspiring to careers in Marketing. Introduces basic concepts of professional selling including: customer analysis, communication skills, effective openings and closings, and customer relations.

2026

Topics

  • Read the HBR mini case
  •  SWOT and positioning in selling Read the HBR mini case
  •  In-class case discussion Work on the sales strategy
  •  Role play demonstration CE #4.
  •  Wrap-up CE #5. /Nov. 25  “AIR”
  •  Sales strategy plan presentations

Readings

  • Gerald Manning, Michael Ahearne, Barry L Reece, H. F. (Herb) MacKenzie (2022) Selling Today: Partnering to Create Value, Canadian Edition, 8th edition. North York, ON: Pearson Canada Inc.

Prerequisites & course information

Prerequisite(s): BUSI 2204 or BUSI 2208 with a grade of C- or higher. Lecture 3 hours a week.

Sources