Course details
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.
Prerequisite(s)
- No prerequisites are required for this course.
Credits
3.0
Cost
$722.48 - $749.59 See individual course offerings below for actual costs.
Course offerings
Fall 2023
Below are two offerings of MKTG 3319 for the Fall 2023 term.
CRN 44187
Duration
Mon Sep 11 - Mon Nov 27 (12 weeks)
- 12 weeks
- CRN 44187
- $749.59
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Sep 11 - Nov 27 | Mon | 17:30 - 20:30 | Downtown DTC Rm. 460 |
Instructor
Alexandra Yallouz
Course outline
Cost
$749.59
Important information
- Important course information will be sent to you prior to your course start date. Check your myBCIT email account to access this information.
-
Please note that this is a blended/hybrid delivery format; there will be both in-person classes and asynchronous online learning. In-classroom meetings are conventional face-to-face format, and the campus and room location are as noted on the course registration details above. The online learning will be done as self-study, but there will be weekly deadlines for assignments and quizzes. Self study weeks: October 2nd, October 9th, November 13th. No in-person classes held during these weeks. It is essential that you have a stable and consistent internet connection to access course content. To be successful in this hybrid course, plan to spend 7-10 hours per week on your studies starting Week 1. Important course information will be sent to your myBCIT account prior to your course start date. Your instructor will provide you with further details.
Status
In Progress
This course offering is in progress. Please check back next term or subscribe to receive email updates.
CRN 47334
Duration
Mon Sep 11 - Sat Dec 02 (12 weeks)
- 12 weeks
- CRN 47334
- $722.48
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Sep 11 - Dec 02 | N/A | N/A | Online |
Instructor
Andre Lachlan
Course outline
Course outline TBD — see Learning Outcomes in the interim.
Cost
$722.48
Important information
- Internet delivery format.
- Important course information will be sent to you prior to your course start date. Check your myBCIT email account to access this information.
-
Please note that the lecture component for this course is asynchronous, not requiring you 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. 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, starting Week 1. Important course information will be sent to your myBCIT account prior to your course start date.
Status
In Progress
This course offering is in progress. Please check back next term or subscribe to receive email updates.
Learning Outcomes
Upon successful completion of the course, the student will be able to:
- Describe the primary lead generation and prospecting methods and apply them to a variety of B2B selling situations.
- 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 2017
Related Programs
Advanced Sales & Business Development (MKTG 3319) is offered as a part of the following programs:
School of Business + Media
- 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
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Programs and courses are subject to change without notice.