Insight into Professional Selling
MKTG 311
Objective:
The objective of this project is to give you the opportunity to get some practical insight into professional selling by interviewing a professional sales person and observing him/her perform the basic selling techniques in a real life situation. You will then apply the concepts that you learned in this course by documenting your findings and observations in a report based on the format provided.
Value: 30% of final grade.
Due Dates: Sec.1B Sec.2M Sec.1M
Proposal (see attached) Sept.30 Oct.3 Oct.4 Note:
Status Report (1 Page) Oct.28 Oct.31 Nov.1 Failure to meet the due date for the final
Final Project Nov.18 Nov.21 Nov.22 report will result in a mark of ZERO.
Overview and Requirements:
1. You are required to select a company that meets the assignment criteria (see below). You will then contact a sales person to obtain his/her agreement to support you. First, you will arrange a face-to-face interview to learn about what he/she does and to gather the information required for your paper. Secondly, you are required to job shadow your sales person by accompanying him/her to a real sales meeting or sales presentation with one of his/her customers or prospects. You will then document your findings and observations based on the format provided below.
2. Students can do this assignment individually or in pairs. Both students will receive the same mark, unless any special circumstances are brought to the instructor’s attention. If working in pairs, both students are required to attend both the Interview and the Job Shadow and participate equally in completing the assignment. If you do not attend both the Interview and Job Shadow, you will automatically fail the assignment.
3. Select a company that sells either goods or services in a “BUSINESS-TO-BUSINESS”
Objective:
The objective of this project is to give you the opportunity to get some practical insight into professional selling by interviewing a professional sales person and observing him/her perform the basic selling techniques in a real life situation. You will then apply the concepts that you learned in this course by documenting your findings and observations in a report based on the format provided.
Value: 30% of final grade.
Due Dates: Sec.1B Sec.2M Sec.1M
Proposal (see attached) Sept.30 Oct.3 Oct.4 Note:
Status Report (1 Page) Oct.28 Oct.31 Nov.1 Failure to meet the due date for the final
Final Project Nov.18 Nov.21 Nov.22 report will result in a mark of ZERO.
Overview and Requirements:
1. You are required to select a company that meets the assignment criteria (see below). You will then contact a sales person to obtain his/her agreement to support you. First, you will arrange a face-to-face interview to learn about what he/she does and to gather the information required for your paper. Secondly, you are required to job shadow your sales person by accompanying him/her to a real sales meeting or sales presentation with one of his/her customers or prospects. You will then document your findings and observations based on the format provided below.
2. Students can do this assignment individually or in pairs. Both students will receive the same mark, unless any special circumstances are brought to the instructor’s attention. If working in pairs, both students are required to attend both the Interview and the Job Shadow and participate equally in completing the assignment. If you do not attend both the Interview and Job Shadow, you will automatically fail the assignment.
3. Select a company that sells either goods or services in a “BUSINESS-TO-BUSINESS”