|
| COURSE TITLE: |
SALES PRINCIPLES |
| COURSE CODE: |
SM 102 |
| CONTACT HOURS: |
20 Hours |
| NOTIONAL HOURS: |
Approximately 120 hours |
| PREREQUISITE: |
Nil |
| INSTRUCTOR: |
To be appointed, as approved by partner University |
| OBJECTIVE: |
Study of the fundamentals, key concepts, and principles of sales. Upon completion of this course, participants should be able to understand the selling process, and apply its methodologies and techniques to customer relationship management, and the practice sales ethics. |
| LIST OF UNIT TITLES: |
Unit 1: Selling in the Banking Industry Today
Unit 2: The Buying Process
Unit 3: Selling Steps
Unit 4: Prospecting
Unit 5: Sells Ethics
|
| UNIT OBJECTIVES |
| Unit 1: |
Selling in the Banking Industry Today
The course participants will understand the selling process and the duty of a salesperson in today’s banking industry.
|
| Unit 2: |
The Buying Process
The course participants will be able to facilitate the buying process.
|
| Unit 3: |
Selling Steps
The course participants will progress through the entire selling process from
opening to closing a sale.
|
| Unit 4: |
Prospecting
The course participants will explore several sources for sales prospecting, its methodologies,
and how to manage the sales pipeline.
|
| Unit 5 |
Sales Ethics
The course participants will weigh ethical aspects in the sales process and the impact
of ethics towards the business. |
METHODOLOGY:
Seminars, self- discovery workshops, practical sessions, case studies, and assignments.
EVALUATION:
| Assessments (100%) |
- Individual Assignment
- Presentations & Participation
- Participation & Discussion
- Group Assignment
|
30%
20%
10%
40%
|
COURSE REQUIREMENTS:
Reading , Assignment, Presentations, In-class Participation, On-the-job Performance
GRADING:
A 70 and above
B 60-69
C 50-59
D 40-49
Fail 39 and below
COURSE POLICY:
1. Course participants must attend at least 70% of the scheduled 20 contact hours; otherwise
participants will not be eligible to pass this course.
2. Course participants are expected to pass all assessment areas to pass the course
3. Course participants who do not pass any of the assessment areas for the first time is eligible to re-
sit the area of assessment without penalty.
4. In a situation where a course participant re-sits an area of assessment on the second attempt,
participant can only attain a conditional pass (max 40%).
5. The instructor reserves the right to change the format of assessment if deemed necessary, with
the approval of the Course Leader/ Program Director.
Next > SM103, SM104, SM105, SM101 Back to PCSM Main Page
|
