Course Overview
This course provides the fundamental skills, tools and processes of professional selling. The focus is on “relationship” and “need-satisfaction” selling in a business-to-business environment. Through experiential exercises, practical applications and discussions students develop, deliver and evaluate a wide range of selling methods and presentations. This course is ideal for people in business who want to enhance their selling skills, people new to a sales role, and salespeople at any level who do not have formal training in the field. To be successful in this course, students must be able to communicate well in English.
Prerequisite(s)
- No prerequisites are required for this course.
Credits
3.0
Domestic fees
$593.38 - $622.42 See individual course offerings below for actual costs.
International fees are typically 3.4 times the domestic tuition. Exact cost will be calculated upon completion of registration.
Learning Outcomes
Upon successful completion, the student will be able to:
- Explain the role of personal selling in a business-to-business environment.
- Describe the characteristics, knowledge and skills necessary to be a successful salesperson.
- Explain the steps in the sales process, and apply effective methods involved with each step.
- Develop a persuasive sales presentation.
- Deliver a persuasive sales presentation.
- Evaluate a sales presentation.
- Develop strategies for dealing with ethical challenges in a variety of sales contexts.
Effective as of Fall 2016
Related Programs
Professional Sales Skills (MKTG 1219) 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
- Event Marketing and Management Strategy
Certificate Part-time
- Graphic Communications
Diploma Full-time
- Marketing Management (Marketing Communications Option)
Certificate Part-time
- Marketing Management (Professional Sales Option)
Certificate Part-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 are two offerings of MKTG 1219 for the Fall 2026 term.
CRN 47071
Dates
Sep 08 - Nov 28 Loading
- CRN 47071
- $593.38 Domestic fees
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Sep 08 - Nov 28 | N/A | N/A | Online |
Duration
12 weeks
Instructor
Gary Cadman
Course outline
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 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
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 30728
Dates
Sep 09 - Dec 09 Loading
- CRN 30728
- $622.42 Domestic fees
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Sep 09 - Dec 09 | Wed | 17:30 - 20:30 | Downtown DTC Rm. 687 |
Duration
12 weeks
Instructor
James Douglas
Course outline
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.
- This course is held in-person at the downtown campus on Wednesday evenings at 5:30pm. To be successful in this course, plan to spend 7-10 hours per week on your studies, starting week 1. No class held on Sept 30th - Truth and Reconciliation and November 11th - Remembrance Day.
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.
Winter 2027
Below are two offerings of MKTG 1219 for the Winter 2027 term.
CRN 88374
Dates
Jan 04 - Mar 27 Loading
- CRN 88374
- $593.38 Domestic fees
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Jan 04 - Mar 27 | N/A | N/A | Online |
Duration
12 weeks
Instructor
Gary Cadman
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. 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. Important course information will be sent to your myBCIT account prior to your course start date.
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 10037
Dates
Jan 06 - Mar 24 Loading
- CRN 10037
- $622.42 Domestic fees
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Jan 06 - Mar 24 | Wed | 17:30 - 20:30 | Downtown DTC Rm. 462 |
Duration
12 weeks
Instructor
James Douglas
Course outline
Course outline TBD — see Learning Outcomes in the interim.
Important information
- This course is held in-person Wednesdays 5:30 pm (PCT) at the downtown campus. To be successful in this course, plan to spend 7-10 hours per week on your studies, starting week 1.
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.