1. Marketing 362 Professional Selling
with Duane Weaver
Week 1 - Introduction

2. Today’s Outline Introductions Overview of Course Text
Overview of Course Outline
Overview of Evaluation Requirements
Defining “Professional Selling”

3. Introductions - Instructor
Duane Weaver
B.Comm., M.D.Ed. (honours), IESNA
CEO 2Birds1Stone
Marketing, Business and Computer App’s Instructor
25+ years management experience
Sales Experience:
Top Sales Awards (several times)
Largest North American Deal ($40+ Million)
Direct Sales Products/Services sold: A.I. (artificial intelligence) software, E-Commerce solutions, Telecommunications systems, Cars, Maintenance Programs, Greeting Cards…
Enjoy sailing, soccer, cycling, golf and camping

4. Introductions - Students
Your name?
Something of interest about yourself?
Why are you studying “Professional Selling”? What do you expect to learn from this course?

5. Course Text and supplements
Required Readings:
The Sales Success Handbook, 20 Lessons to Open and Close Sales Now, Linda Richardson. McGraw Hill, 2015.
Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on VALUE, Not Price (3rd edition), Reilly. McGraw-Hill, 2010.
Selling to VITO (the very important top officer), Parinello, 3rd Edition. Adams Media Corporation, 2010.

6. Course Outline See Handout
This is very much a “HANDS ON COURSE” whereby the seminar time will take the form of practice exercises and will also be used to allow for more personal interaction such as the discussion of personal experiences and selling skills.
This course will take a lecture/seminar approach. We will have:
one team sales project (to defined by end of week 5),
one individual sales project (to be defined after Test 1),
one term test and
a second term test.
Seminar exercises and periodic pop-quizzes will be conducted to help develop and assess your continued progress
Final Video Project

7. Course Evaluation THERE IS NO FINAL EXAM Term Test 1 20%
Team Selling Project %
Team Peer Evaluation %
Seminar Exercises & Pop Quizzes and Marketing Week Assignment 10%
Vito Letter %
Term Test %
Individual Sales Video Project 20%
THERE IS NO FINAL EXAM

8. Professional Selling Defined
Please take out a sheet of paper and provide:
your first and last name on the top of the paper
your student I.D.# on the top of the paper
briefly answer the following question in one paragraph:
What does “Professional Selling” mean to you?
Please Hand in your answer before you leave today

9. Thanks!
Please come prepared to classes having read the required readings ahead of time.
Next class:
Think about any experience you have had selling (if none, think of sales experiences you have engaged in as a buyer).
See you Tuesday in Room 210.
SEE YOU NEXT CLASS