RET2203 · PLAR Resource Guide – Professional Selling_RET2203_August 2015 6 Step 2: Access – Review Course Learning Requirements and Complete the Self-Assessment Professional

(PLAR) Prior Learning Assessment & Recognition

Student Resource Guide

www.algonquincollege.com/PLAR

RET2203

http://www.algonquincollege.com/PLAR

2 PLAR Resource Guide – Professional Selling_RET2203_August 2015

Table of Contents

PLAR Student Resource Guide Information Section…………………………………………… 3

Introduction ....................................................................................................................... 4

Exemptions ....................................................................................................................... 4

Step 1: Awareness (What is PLAR?) ................................................................................. 5 Possible Benefits of PLAR ......................................................................................... 5

Step 2: Access (Professional Selling, Course Description & PLAR assessment overview) . 6

Self-Assessment…………………………………….…………………………….……...…8

Step 3: Advisory (Meet with the PLAR Administrator) ........................................................ 9

Step 4: Assessment ......................................................................................................... 9

Multiple choice exam and sales presentation ............................................................ 9

Step 5: Achievement (Credit Recognition) ........................................................................10

PLAR Contact Information .......................................................................................10

PLAR Process Resources…….…………………………………………...…………………………11



Introduction

The purpose of this resource guide is to help you follow the five steps of the Prior Learning

Assessment and Recognition (PLAR) process for Professional Selling RET2203:

1. Awareness – Understand PLAR and how it can benefit you.

2. Access – Self-assess against course requirements and review PLAR assessment

criteria.

3. Advisory – Meet with PLAR Administrator to discuss questions, PLAR application and

fees.

4. Assessment – Submit portfolio for evaluation or complete other challenge process.

5. Achievement – Credit recognition granted if assessment is successful.

*Please Note: This Resource Guide is only for Professional Selling RET2203.

Exemptions

If you have previously taken a course through a recognized post-secondary institution in this

subject area, you may be eligible for a course exemption. This is different from the PLAR

process. You must complete a request for an exemption through the Registrar’s Office. For

more information visit the Registrar’s Office. http://www3.algonquincollege.com/ro/apply-to-

college-and-program-eligibility/advanced-standingexemptions/

http://www3.algonquincollege.com/ro/apply-to-college-and-program-eligibility/advanced-standingexemptions/

http://www3.algonquincollege.com/ro/apply-to-college-and-program-eligibility/advanced-standingexemptions/


What is PLAR?

Step 1: Awareness – Explore PLAR

PLAR (Prior Learning Assessment and Recognition) is designed for people who have acquired

significant knowledge and skills in different learning settings and experiences outside of

traditional accredited post-secondary institutions. You should be able to use this knowledge and

these skills in a variety of new settings. If you have acquired such skills and knowledge, then

you have the opportunity to prove your learning that relates to the applicable course learning

requirements assessed and possibly recognized in the form of academic credit.

Other than in formal classroom situations, learning can be gained through areas such as:

Employment experience

Military training or service

Travel or work in different regions or countries

Volunteer work or community service

Online learning, seminars, corporate training and workshops

Professional development, skills training, non-degree programs

Self-directed learning such as reading, research

Possible Benefits of PLAR

Accelerate program of study completion.

Save time by taking fewer classes.

Gain confidence and self-esteem from having your previous accomplishments

recognized.

Strengthen the links between your formal studies and your work and life experience.

May decrease time to graduation.

May reduce the cost of education.

Offers a reflective learning experience for future success.


Step 2: Access – Review Course Learning Requirements and Complete the

Self-Assessment

Professional Selling RET2203

Course Description

Students develop the skills required to be a sales professional. It is an often-used, transferable skill and provides an understanding of the increased need for excellence in maintaining customer relationships. Students learn the entire selling process and demonstrate this knowledge by role-playing a detailed sales simulation using a product of their choice. The navigation of the government procurement system and the sales opportunities within the Canadian government are discussed. Students also become aware of "greening" of the lifecycle product through customer relationship management and written corporate policy. Also included are the concepts of web-based customer service and web selling.

Course Learning Requirements

1.) Develop a critical awareness of customer service, its role and increasing importance in the business environment. Learn how e-retailers are integrating web-based customer service into their overall customer service strategy.

definition and role of customer service importance of customer service

goals of customer service

identifying your customers

tuning into the customers

dealing with angry customers

dealing with phone and email inquiries

2.) Apply good communication skills to improve customer service and selling techniques.

communication process importance of active listening empathetic responses non-verbal communication developing rapport

3.) Provide students with knowledge of the various tools and techniques essential to successful on-line selling.

discuss selling techniques used on the Web analyzing web sites

list criteria for selling on a web site

4.) Develop a critical awareness of selling, its role and importance in developing a business relationship.

definition and role of selling

importance of developing a business relationship personal characteristics of successful sales

professionals importance of self-development

greeting the customer

using the appropriate approach


5.) To assess customer needs, motives, behaviour and apply this knowledge to the sales task.

listening and probing questions to determine the needs of the customer identifying customer

buying motives

identifying customer buying behaviours

explaining the importance of product knowledge

using the 'FAB and Show' approach to satisfy customer needs describing how motives and benefits work together

6.) Handle customer objections by classifying and overcoming them.

why customers object

why objections are positive for the salesperson types of objections

plan for objections

how to overcome objections

7.) Know how and when to close a sale including after-sale service.

recognizing buying signals using trial closes

closing the sale

follow-up

turn service into a sale

8.) Plan, prepare, and deliver a complete sales presentation.

prospecting, greeting, qualifying the customer

determine customer needs using the 'SPIN' technique present the product, demonstrate and dramatize the benefits selling add-ons in increase the overall sale

welcome and answer objections

use trial closes and close the sale

follow-up the sale with customer service

After reading the course description and learning requirements, you may be asking yourself, “What does

this mean for ME? How do I know if I have the required learning to PLAR the course?” The self-

assessment will help you determine if your own learning matches the course learning requirements to the

extent necessary for you to consider PLAR for the course.


Self-Assessment This self-evaluation is designed to assist you in determining whether you have prior learning that might be used to prove competence to achieve credit for this course. Review the following statements below, and assess your own learning. Total your score at the end and compare your total to the scoring scale below. Prior sales experience is mandatory.

I have… YES NO

1. Worked as a salesperson for a period of 3 years (cumulative)

2. Received specialized on the job sales training within the last 3 years.

3. Planned and delivered a sales presentations to individuals and/or large groups

4. Prior relevant sales focused course work

5. A good understanding of the sales process from start to finish

6. Created a comprehensive sales strategy, plan and executed plan

7. Communicated clearly, concisely and correctly in the written, spoken and

visual form that fulfills the purpose and meets the needs of the audience

8. Applied a systematic approach to solve problems in a sales situation

Total: /8

Compare your results with the scoring scale below to determine your likelihood of obtaining credit

for this course through PLAR.

Scoring Scale

7-8 You are a good candidate to proceed with the PLAR process. Continue to Step 3 in this guide.

5-6 You may need additional prior learning to be successful in completing the PLAR process. Please meet with the PLAR administrator to discuss.

0-4 You are unlikely to be successful in completing the PLAR process. It is recommended that you enroll in the course.


Step 3: Advisory - Meet with the PLAR Administrator

If, after you have completed the self-evaluation in Step 2, your score was 5 or higher, the next

step is to go to the PLAR office to meet with the PLAR Administrator. The PLAR Administrator

will discuss your self-evaluation results with you and provide details on completing the

application, fees and the assessment process.

You may then decide to proceed with the PLAR process or register for the course.

Method of Assessment:

Multiple choice test and sales presentation

To achieve credit recognition through the PLAR process*, you need to submit/complete:

A multiple choice test to assess applicant’s theoretical knowledge

Prepare a sales presentation and present to test your skills and practical

experience.

*Further detail on proving learning through the multiple-choice test and sales presentation is

available in the full PLAR Process Resource Section for this course.

What is needed to be granted Credit?

Multiple-choice test- Passing mark of 50%

Presentation requires a pass from one or both invigilators. A passing mark of 50% is required.

Presentation must be over 12 minutes in length to receive a score.

Rubrics/Scoring Charts are available in the PLAR Process Resource Section.


Step 5: Achievement - Credit Recognition

Once the test and sales presentation are assessed, you will be notified of the results by the

PLAR Office. The assessor will have completed a form detailing his/her assessment. That

information is available to you. CR (Credit) will appear on your transcript if the assessment

criteria have been met.

For More Information: Please contact the PLAR Office Phone: (613) 727-4723 x 7027 [email protected]

PLAR information:

http://www3.algonquincollege.com/plar/

http://www3.algonquincollege.com/directives/policy/prior-learning-assessment-and-recognition/

mailto:[email protected]

http://www3.algonquincollege.com/plar/

http://www3.algonquincollege.com/directives/policy/prior-learning-assessment-and-recognition/



What are the Essential Component Parts of the Assessment Challenge Package?

1. Written exam, multiple choice: 50% pass.

2. Sales Presentation: 50% pass

To progress to the sales presentation a 50% pass is required for the multiple-choice exam.

Multiple Choice Exam

An exam is an opportunity to give evidence of the skills you have gained through work and other

postsecondary experiences.

The multiple-choice exam will consist of 100 multiple-choice questions. The exam will cover key

theoretical aspects of selling as well as the sales process.

Please consider reading to assist in your exam preparation:

ABC's of relationship selling through service, 5th Cdn edition, Futrell, Valvasori, McGraw-Hill Ryerson

The exam will be completed online over a 3 hour period; therefore a laptop will be needed as

well as access to Blackboard.

Level of Performance Required:

A passing grade of 50% is necessary to pass and proceed to the Sales Presentation

PLAR ASSESSMENT

1. MULTIPLE CHOICE EXAM


On the day of your appointment, you will meet with one or two assigned assessor and perform

verbally a professional sales presentation in which you will be selling a product or service to the

assessor highlighting your sales skills. The sales presentation product or service you will be

presenting can be chosen by the presenter but will need to be preapproved by one of the

assessors. During the presentation the assessor will interact with the presenter in the role of the

potential buyer.

The presenter will be speaking without notes (outline notes are permitted). Presentation slides

and other materials can be utilized to assist with your presentation. A paper copy of your

presentation should be supplied to the assessor at the beginning of the presentation. We highly

recommend bringing the product/service to the presentation where applicable.

The sales presentation will be marked according to the following scoring:

CATEGORY

MARK

EXPECTATION

EVALUATION

1= inadequate 2= satisfactory 3= excellent

COMMENTS

Greeting /

Acknowledgement

12

Greeting the buyer 1 2 3

Approach Technique (1 technique only):

Opening with a Statement

Opening with a Demonstration

Opening with a Question/Questions

1 2 3

Effective use of the approach technique 1 2 3

Personality Assessment (Shown in interaction) 1 2 3

Needs

Determination

12

Situation Questions (S) 1 2 3

Problem Questions (P) 1 2 3

Implication Questions (I) 1 2 3

Need-Payoff Questions (N) 1 2 3

2. SALES PRESENTATION


CATEGORY

MARK

EXPECTATION

EVALUATION

COMMENTS

Features,

Advantages,

Benefits (FAB)

Selling

Technique +

Add-on

21

FAB #1 1 2 3

FAB #1 Response 1 2 3

FAB #2 1 2 3


FAB #3 1 2 3

_


Mention of an Add-on with Benefit statement 1 2 3

Hands-on +

Technical

Question

12

Handed product to the customer 1 2 3

Buyer asks a technical question 1 2 3

Question answered completely 1 2 3

Summarized presentation up to this point 1 2 3

Objections

9

Objection #1 (Repeat / Answer / Close) 1 2 3



Trial Closes

9

Objection #1 Trial Close 1 2 3

_


_


Close + Follow-up

12

Close Technique (One of a possible 10) 1 2 3

Effective use of the close technique 1 2 3

Reintroduce the add-on mentioned earlier 1 2 3

Followed-up with the buyer 1 2 3

Overall

Presentation

Skills

15

Presentation was 12 minutes or more 1 2 3

Appearance is suitable for the environment 1 2 3

Professional acumen (no swearing / laughing) 1 2 3

Effective eye contact with buyer 1 2 3

Enthusiasm 1 2 3

TOTAL 102* OVERALL COMMENTS:


Level of Performance Required:

A passing grade of 50% on the sales presentation is required from the assessor(s)

Level of Performance Requirement for Course Credit:

Individuals must achieve:

50% passing grade on multiple choice exam, and

50% passing grade on sales presentation.

A passing grade is necessary on both the multiple-choice exam and sales presentation to

receive credit for the course. If you do not receive 50% or more on the multiple-choice exam,

you will not proceed to the sales presentation portion of the assessment.

Documents

RET2203 · PLAR Resource Guide – Professional Selling_RET2203_August 2015 6 Step 2: Access – Review Course Learning Requirements and Complete the Self-Assessment Professional