Course Overview
The course builds on fundamental selling skills and enables the student to apply more advanced methods to handle challenging selling situations. Students will also learn and apply contemporary business development methods through common communication channels, including social media. Key topics include: Social Selling, Contact Strategies, Prospect Engagement Methods, Diagnostic Questions, Customer Relationship Management, Visual Selling and Dealing with Difficult Customers. A key element of this course will be the development and delivery of an interactive, persuasive presentation to a new prospect.
Domestic fees
$764.41 - $792.69 See individual course offerings below for actual costs.
International fees are typically 3.25 times the domestic tuition. Exact cost will be calculated upon completion of registration.
Learning Outcomes
Upon successful completion of the course, the student will be able to:
- Describe the primary inbound and outbound methods and explain key benefits
- Explain the implementation of primary inbound and outbound methods
- Compare and contrast best practices in social selling and reputation management
- Define the terms of lead generation, qualifying, conversion, and cost of customer acquisition
- Detail the components of an effective cold call
- Develop effective outbound email templates for different selling situations
- Present a business case to persuade a prospect in a challenging B2B selling situation
- Identify the steps and methods in the sales process leading to closing
- Differentiate methods of handling objections and closing the sale
- Contrast the sales process with the buying process in B2B selling
- Explain the concept of customer-centric selling and solutions selling
- Explain the benefits of CRM systems and the sales pipeline model in business development.
- Integrate professional, persuasive communication through all steps of the selling process.
- Develop methods for dealing with difficult customers and for overcoming challenging objections.
Effective as of Fall 2024
Related Programs
Advanced Sales & Business Development (MKTG 3319) is offered as a part of the following programs:
- Indicates programs accepting international students.
School of Business + Media
- Business Administration (Marketing Option)
Diploma Part-time
- Marketing Management (Professional Sales Option)
Certificate Part-time
- Marketing Management (Professional Sales Option)
Diploma Full-time
- Marketing Management - Customer Relationship Marketing
Associate Certificate Part-time
- Marketing Management - Entrepreneurship
Associate Certificate Part-time
- Marketing Management - Sales Skills
Associate Certificate Part-time
Course Offerings
Spring/Summer 2026
Below are two offerings of MKTG 3319 for the Spring/Summer 2026 term.
CRN 65370
Dates
Apr 08 - Jun 24 Loading
- CRN 65370
- $792.69 Domestic fees
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Apr 08 - Jun 24 | Wed | 17:30 - 20:30 | Downtown DTC Rm. 464 |
Duration
12 weeks
Instructor
Rodan Gopaul-Singh
Course outline
Course outline TBD — see Learning Outcomes in the interim.
Important information
- This course is held in-person at the downtown campus. To be successful in this course, plan to spend 7-10 hours per week on your studies, starting week 1. If this course is showing as full, please contact Candace_Marrington@bcit.ca and request that your name be added to the waitlist and please include your full name and student ID. It is strongly recommended that applicants first complete MKTG 1219, or have 6 months of B2B or 12 months of B2C selling experience.
Confirmation
Required
To proceed with registration and add this course to the cart, please confirm:
Status
If you have any questions about this course, please contact us.
CRN 67488
Dates
Apr 07 - Jun 27 Loading
- CRN 67488
- $764.41 Domestic fees
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Apr 07 - Jun 27 | N/A | N/A | Online |
Duration
12 weeks
Instructor
TBD
Course outline
Course outline TBD — see Learning Outcomes in the interim.
Important information
- This course online asynchronous delivery format: you are not required to meet each and every week at a specific time, however, there will be specific timelines for assignments and exams. It is important you have a stable and consistent internet connection to access course content. Please check the following link to ensure you meet the computer requirements for the class. www.bcit.ca/files/business/pdf/bcit-sobm-byod.pdf Course content, type and quality of assignments, and general standards for this online course are the same as classroom courses. To be successful in this online course, plan to spend 7-10 hours per week on your studies, or more if it’s a condensed course, starting Week 1. If this course is showing as full, please contact Candace_Marrington@bcit.ca and ask that your name be added to the waitlist. It is strongly recommended that applicants first complete MKTG 1219, or have 6 months of B2B or 12 months of B2C selling experience.
Confirmation
Required
To proceed with registration and add this course to the cart, please confirm:
Status
If you have any questions about this course, please contact us.
Programs and courses are subject to change without notice. Find out more about BCIT course cancellations.