MKTG459-17B (HAM)

Professional Selling

20 Points

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Waikato Management School
Te Raupapa
Department of Marketing

Staff

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Convenor(s)

Roger Brooksbank

Roger Brooksbank
9294
MSB.4.21
Mon 2-3 and Wed 2-3
roger.brooksbank@waikato.ac.nz

Lecturer(s)

Administrator(s)

: lori.jervis@waikato.ac.nz
: quentin.somerville@waikato.ac.nz
: rebekah.crosswell@waikato.ac.nz

Placement Coordinator(s)

Tutor(s)

Student Representative(s)

Lab Technician(s)

Librarian(s)

: jessica.howie@waikato.ac.nz
: helen.lynch@waikato.ac.nz
: clive.wilkinson@waikato.ac.nz

You can contact staff by:

  • Calling +64 7 838 4466 select option 1, then enter the extension.
  • Extensions starting with 4, 5 or 9 can also be direct dialled:
    • For extensions starting with 4: dial +64 7 838 extension.
    • For extensions starting with 5: dial +64 7 858 extension.
    • For extensions starting with 9: dial +64 7 837 extension.
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Paper Description

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The successful salesperson needs to be more customer oriented, knowledgeable and skilled than ever before. This paper is concerned with developing abilities in these areas, together with an understanding of how theory translates into practice. For the vast majority of companies, professional personal selling continues to be one of the most important aspects of the overall marketing effort. However, in the modern business world, the role of the salesperson is constantly changing. Trends such as increasing buyer expertise, an intensifying of domestic and foreign competition, rising customer expectations, and revolutionary developments in communications technology, mean that the successful salesperson needs to be more customer-orientated, knowledgeable, and skilled than ever before.
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Paper Structure

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This paper will seek to employ a combination of teaching and learning methods including lectures, videos and case discussion, but with a special emphasis on a group ‘action-learning assignment’ (learning by doing).

An 'Action Learning Assignment' forms an integral part of this paper (see details under Group Report in the Assignment Details section of this paper outline). For the purpose of undertaking this assignment the class will be divided into small groups and each group will be working on a specific project on behalf of a host company. Consequently, each group will be expected to meet with the lecturer in Hamilton (the tutor in Tauranga for TGA students) for a series of "mini-tutorials" at times to be arranged, for guidance and assistance whilst undertaking their group's specific project.

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Learning Outcomes

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Students who successfully complete the course should be able to:

  • Understand and articulate the role of personal selling as part of a company’s promotional mix.
    Linked to the following assessments:
  • Understand and articulate professional selling as a step by step process, including all the key principles, concepts, tools and techniques it incorporates.
    Linked to the following assessments:
  • Demonstrate the ability to prepare for, plan and execute a sales presentation, including an understanding of how the theory translates into practice.
    Linked to the following assessments:
  • Demonstrate an ability to self-evaluate, analyse and reflect upon what constitutes an effective versus ineffective sales presentation, including the usefulness of various selling theories, tools and techniques within differing sales scenarios.
    Linked to the following assessments:
  • Collaborate and work effectively as part of a team.
    Linked to the following assessments:
  • Communicate selling experiences in written and verbal form.
    Linked to the following assessments:
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Assessment

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See details below.
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Assessment Components

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The internal assessment/exam ratio (as stated in the University Calendar) is 1:1. There is no final exam. The final exam makes up 50% of the overall mark.

The internal assessment/exam ratio (as stated in the University Calendar) is 1:1 or 0:0, whichever is more favourable for the student. The final exam makes up either 50% or 0% of the overall mark.

Component DescriptionDue Date TimePercentage of overall markSubmission MethodCompulsory
1. Individual Interview Report
2 Aug 2017
12:00 PM
5
  • Online: MyWeb
  • Online: MSC
2. Group Report
29 Sep 2017
12:00 PM
25
  • Online: MyWeb
  • Online: MSC
✔
3. Essay
6 Oct 2017
12:00 PM
12.5
  • Online: MyWeb
  • Online: MSC
✔
4. Group Presentation to class
7.5
  • Presentation: In Class
✔
5. Exam
50
✔
Assessment Total:     100    
Failing to complete a compulsory assessment component of a paper will result in an IC grade
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Required and Recommended Readings

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Required Readings

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  1. Futrell, Charles M. (2013). ABC's of Relationship Selling. Irwin. (Note: ninth, tenth and 11th editions are fine - just check chapter sequencing).
  2. Brooksbank, Roger (2007). How to Close More Sales. Dunmore Publishing.
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Recommended Readings

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A number of additional readings will be made available during the semester. Further details will be given in class.
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Other Resources

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Readings

A. Subhan, Z., Brooksbank, R., Rader, S., Steel, D., and Mackey, K. (2014). Running and Effective Induction Program for New Sales Recruits: Lessons from the Financial Services Industry. Journal of Selling, 14(1), 20-34

B. Kotler, P., Rackham, N., and Krishnaswamy, S. (2006). Ending the War between Sales and Marketing. Harvard Business Review, July-August, 68-78

C. Agnihotri, R., Kothandaraman, P., Kashyap, P., and SIngh, R. (2012). Bringing "Social" into Sales: The Impact of Salespeoples' Social Media Use on Service Behaviours and Value Creation. Journal of Personal Selling and Sales Management, 32(3), 333-348

D. Adamsom, B., Dixon, M.E., and Toman, N. (2012). The End of Solution Sales. Harvard Business Review, July-August, 67-75

Reading E: Edmunds, C. (2016) A Strategic Asset for the Longer term, International Journal of Sales Transformation, April, 46-49

Reading F: Baker., J.(2016) Go With the Show, International Journal of Sales Transformation, April, 50-53

Exam Reading

Reading B: http://www.kcapital-us.com/neil/downloads/ending_war_between_sales_marketing.pdf

Reading D: http://www.mitchellmackey.com.au/wp-content/uploads/2012/08/The-End-of-Solution-Sales-CEB-HBR-August-2012.pdf

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Online Support

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Some materials will be available via MyWeb.
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Workload

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Students might expect to spend about 200 hours in total during a semester on this 20-point paper.
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Linkages to Other Papers

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Prerequisite(s)

MINT271, MINT351, MKTG251 or MKTG351

Corequisite(s)

Equivalent(s)

MINT459

Restriction(s)

MKTG359

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