1. NAME OF COURSE  / MODULE PROFESSIONAL SELLING
2. COURSE CODE MCB3023
3. NAME(S) OF ACADEMIC STAFF  
4. RATIONALE FOR THE INCLUSION OF THE COURSE/MODULE IN THE PROGRAMME This course introduces the students about understandings of professional selling, its function and its importance.
5. SEMESTER & YEAR OFFERED Semester 6 /Year 3
6. TOTAL STUDENT LEARNING TIME (SLT) Face to face:

L T P O
28 26 5

L=lecture ; T=Tutorial; P=Practical; O=Others (Exam)

Total Guided and Independent Learning:

120
7. CREDIT VALUE 120/40= 3.00 (3 credit); 2+2
8. PREREQUISITE (IF ANY) NIL
9. OBJECTIVES 1.     To familiarize and provide student with basic overview, key concepts and theories selling.

2.     To identify the tools and method that could be used to sell product effectively.

10. LEARNING OUTCOMES At the end of the course, learners will be able to:

1.     Follow the basic concepts of professional selling.(LO2-P3)

2.     Demonstrate the stages required in the professional selling activities (LO4-CS7, C3)

3.     Propose the appropriate selling tools in the selling stages (LO6-EM3, A3)

4.     Work independently and in group in performing selling approaches.  (LO8-ES4, A3)

11. TRANSFERABLE SKILLS Student should be able to develop a good understanding of professional selling through a process of lectures, tutorial and group assignment.
12. TEACHING-LEARNING AND ASSESSMENT STRATEGY Teaching and learning strategy:

·      The course will be taught through a combination of formal lectures, exercise, group work, using authentic materials, informal activities and various textbooks. Collaborative teamwork will be fosters throughout the course. The use of examination and internal reporting assessment will assess the student’s ability to apply theoretical concept in context.

Assessment strategy:

·      Formative

·      Summative

13. SYNOPSIS This course is designed to enhance students understanding on professional selling function in relation to marketing activities apart from promotion, direct selling and advertisement.  Students will also be exposed to the ethical issues and social obligations in selling as well as the marketing practices which are based on Islamic principles. This course will be conducted through series of lectures, tutorials, project papers, quizzes, presentations and final exams.
14. MODE OF DELIVERY Lectures, tutorial and online learning
15. ASSESSMENT METHODS AND TYPES
Component (%)
Continuous Assessment 60
Final Examination 40
Total 100
16. CONTENT OUTLINE OF THE COURSE/MODULE AND SLT PER TOPIC
Topics Lecture Tutorial Test/Quiz/Exam Assignment Assessment (Library Search) Self-study Total SLT
Professional selling: career, characteristics of Muslim seller 2 2 3 7
Selling from Islamic perspective 2 2 3 7
Psychology of selling: understanding why people buy. 2 2 3 7
Communication in building relationship 2 2 3 7
Sales knowledge/Prospecting 4 3 6 13
Planning the sales call/Select sales presentation method/elements of great presentation 4 3 6 13
Effective sales presentation 4 4 6 14
Managing objection 4 4 6 14
Closing presentation strategically 4 4 6 14
Continuous Test/Quiz/Assessment 2 6 4 12
Final Exam 3 9 12
Total 28 28 5 6   55 120
17. REFERENCES Main reference:

1.       Futrell Charles M.2013. Fundamentals of Selling.13th Edition. McGraw-Hill.

Additional references:

 1.       Castleberry, S.B. and Tanner, J.F.2010. Selling: Building Partnerships. McGraw-Hill

2.       Avila, R.A., Ingram, T.N., LaForge, R., Schwepker, C.H. and Williams, M. 2007. Professional Selling: A Trust-Based Approach. Thomson

3.       Ab Aziz Yusof. 2010. Pengenalan kepada Keusahawanan Islam. Scholar Mind Publishing