Selling Techniques


This module is designed to introduce to the student basic concepts and skills of professional selling. The theory and practice of personal selling will be explored within the context of relationship marketing. Emphasis will be placed on understanding of the stages in the selling process and ability of the student to apply this theory to a selling situation. The module will provide opportunities for students to improve their communication skills, learn how to close a sales and enhance their teamwork skills.

Learning Outcomes

  1. Discuss careers, opportunities and benefits of professional selling.

  2. Demonstrate an understanding of basic selling theory and apply a sales model to a selling situation.

  3. Evaluate potential sources of new customers.

  4. Distinguish the needs of different buyers

  5. Prepare and deliver an effective sales presentation including negotiating and closing the sale.

  6. Contribute effectively in a sales/business team context.

% Coursework 50%
% Final Exam 50%