SIB470 - International Effective Selling

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Last revision date Sep 4, 2020 5:10:54 PM
Last review date Sep 4, 2020 5:10:54 PM

Subject Title
International Effective Selling

Subject Description
This is a practical "how to" subject, providing students with the tools necessary to partner, add value and secure sales in the international marketplace. This subject presents material from the perspective of the Canadian business person and focuses on developing a personal selling philosophy through a team-based project approach to exporting as a means of entry into a foreign market. Relationship, product and customer strategic skills are developed to identify and maximize opportunities and prepare sales forces to effectively present and sell in the international cross-cultural environment.

Credit Status
One credit.

Learning Outcomes
Upon successful completion of this subject the student will be able to:

  1. Demonstrate the ability to successfully identify foreign sales opportunities through the effective sourcing of research information and prospecting sales opportunities.
  2. Discuss how self-concept and a personal selling philosophy form the foundation for building long-term selling relationships.
  3. Appreciate ethics in the context of international business from a corporate and personal perspective
  4. Develop a “Win-Win’ customer strategy to achieve alignment with the customer’s buying process.
  5. Understand the steps of a selling process through the development of an "International Sales Manual" that describe the execution of the steps of interactive/consultative selling.
  6. Demonstrate all sales techniques in an effective and logical format with the use of visual presentations and technology / sales aids.

Essential Employability Skills
Communicate clearly, concisely and correctly in the written, spoken and visual form that fulfils the purpose and meets the needs of the audience.

Respond to written, spoken, or visual messages in a manner that ensures effective communication.

Apply a systematic approach to solve problems.

Use a variety of thinking skills to anticipate and solve problems.

Locate, select, organize, and document information using appropriate technology and information systems.

Analyze, evaluate, and apply relevant information from a variety of sources.

Show respect for diverse opinions, values, belief systems, and contributions of others.

Interact with others in groups or teams in ways that contribute to effective working relationships and the achievement of goals.

Manage the use of time and other resources to complete projects.

Take responsibility for one's own actions, decisions, and consequences.

Academic Integrity
Seneca upholds a learning community that values academic integrity, honesty, fairness, trust, respect, responsibility and courage. These values enhance Seneca's commitment to deliver high-quality education and teaching excellence, while supporting a positive learning environment. Ensure that you are aware of Seneca's Academic Integrity Policy which can be found at: Review section 2 of the policy for details regarding approaches to supporting integrity. Section 2.3 and Appendix B of the policy describe various sanctions that can be applied, if there is suspected academic misconduct (e.g., contract cheating, cheating, falsification, impersonation or plagiarism).

Please visit the Academic Integrity website to understand and learn more about how to prepare and submit work so that it supports academic integrity, and to avoid academic misconduct.

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Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Accessibility Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.