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 also covers the topics of: customer relationship management, interpersonal communication, business intelligence, sales psychology, sales technologies, and ethical issues in selling. This course forms a foundation for sales and marketing courses in the following three terms.
Prerequisite(s)
- No prerequisites are required for this course.
Credits
4.0
- Not offered this term
- This course is not offered this term. Notify me to receive email notifications when the course opens for registration next term.
Learning Outcomes
Upon successful completion, the student will be able to:
- Develop effective public speaking skills by delivering oral presentations (individual and team) to audiences of diverse sizes.
- 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 prospecting, approach and follow-up sales strategies.
- Demonstrate effective verbal, non-verbal and written communication skills in English.
- Work effectively as a team and deliver a team sales presentation.
- Demonstrate effective use of time management skills.
- Describe technologies that improve the performance of a professional salesperson.
- Explain the concept of Customer Relationship Management (CRM) and how it benefits a business.
- Describe a CRM system and the basic uses for sales and marketing.
- Explain the concept of a ‘sales pipeline’ and identify the steps commonly applied in a CRM system such as Salesforce
- Develop, deliver and evaluate business-to-business sales presentations.
Effective as of Fall 2023
Related Programs
Professional Sales Skills & Customer Relationship Management (MKTG 2243) is offered as a part of the following programs:
- Indicates programs accepting international students.
School of Business + Media
- Marketing Management
Diploma Full-time
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