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
$779.99
International fees are typically 3.4 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
Fall 2026
Below is one offering of MKTG 3319 for the Fall 2026 term.
CRN 47334
Dates
Sep 08 - Nov 28 Loading
- CRN 47334
- $779.99 Domestic fees
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Sep 08 - Nov 28 | N/A | N/A | Online |
Duration
12 weeks
Instructor
Andre Lachlan
Course outline
Course outline TBD — see Learning Outcomes in the interim.
Important information
- Please note that the lecture component for this course is asynchronous, not requiring you to meet each week at a specific time, however, there will be specific timelines for assignments and exams. 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. Important course information will be sent to your myBCIT account prior to your course start date.
Confirmation
Required
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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.