British Columbia Institute of Technologywww.bcit.ca/study/courses/mktg1219

BCIT

MKTG 1219 - Professional Sales Skills

Marketing Management Part-time Studies Course

School of Business

Course Details

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.

Credits

3.0

Cost

$513.60 - $522.17 See individual course offerings below for actual costs.

Winter 2020

Below are two offerings of this course for the Winter 2020 term.

CRN 10037

Mon Jan 06 - Mon Mar 30 12 Weeks

Class Meeting Times

Dates Days Times Locations
Jan 06 - Mar 30 Mon 17:30 - 20:30 DTC Rm. 472

Instructor

Ray Peterson

Course Outline

Cost

$513.60

Notes

  1. No class held on February 17th - Family Day

This course offering is in progress and full. Please check this page for other currently available offerings or subscribe to receive email updates.

In Progress and Full

CRN 10039

Tue Jan 07 - Tue Mar 24 12 Weeks

Class Meeting Times

Dates Days Times Locations
Jan 07 - Mar 24 Tue 18:30 - 21:30 BBY SE12 Rm. 313

Instructor

Alex Sim

Course Outline

Cost

$522.17

This course offering is in progress and full. Please check this page for other currently available offerings or subscribe to receive email updates.

In Progress and Full

Spring/Summer 2020

Below are four offerings of this course for the Spring/Summer 2020 term.

CRN 50809

Mon Apr 06 - Sat Jun 27 12 Weeks

Class Meeting Times

Dates Days Times Locations
Apr 06 - Jun 27 Online

Instructor

TBD

Course Outline

TBD – see Learning Outcomes in the interim

Cost

$513.60

Notes

  1. Internet delivery format.
  2. Students are permitted to register up until the end of the first week without approval. This is not a self-paced course. There will be specific timelines for assignments and exams. 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 courses, plan to spend 7-10 hours per course each week on your studies, starting Week 1. This course is paced and highly interactive with participation requirements weekly. Frequent contributions to asynchronous (not real-time) online discussions are required to achieve a passing final grade. You must have an email address and access to a computer capable of downloading basic documents. Important course information will be sent to you prior to your course start date. Check your myBCIT email account to access this information.

A portion of seats are temporarily held for domestic students. International students: this may impact your ability to register. Learn why.

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9 seats available as of Feb 25, 2020 8:08 am (PST). These seats are currently reserved for domestic students only. Availability may change at any time.

CRN 66626

Mon Apr 06 - Fri May 15 6 Weeks

Class Meeting Times

Dates Days Times Locations
Apr 06 - May 15 Online

Instructor

TBD

Course Outline

TBD – see Learning Outcomes in the interim

Cost

$513.60

Notes

  1. Internet delivery format.
  2. Students are permitted to register up until the end of the first week without approval. This is not a self-paced course. There will be specific timelines for assignments and exams. 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 courses, plan to spend 7-10 hours per course each week on your studies, starting Week 1. This course is paced and highly interactive with participation requirements weekly. Frequent contributions to asynchronous (not real time) online discussions are required to achieve a passing final grade. You must have an email address and access to a computer capable of downloading basic documents. Important course information will be sent to you prior to your course start date. Check your myBCIT email account to access this information.

A portion of seats are temporarily held for domestic students. International students: this may impact your ability to register. Learn why.

}

9 seats available as of Feb 25, 2020 8:08 am (PST). These seats are currently reserved for domestic students only. Availability may change at any time.

CRN 20327

Wed Apr 08 - Wed Jun 24 12 Weeks

Class Meeting Times

Dates Days Times Locations
Apr 08 - Jun 24 Wed 17:30 - 20:30 DTC Rm. 270

Instructor

TBD

Course Outline

TBD – see Learning Outcomes in the interim

Cost

$513.60

A portion of seats are temporarily held for domestic students. International students: this may impact your ability to register. Learn why.

}

7 seats available as of Feb 25, 2020 8:08 am (PST). These seats are currently reserved for domestic students only. Availability may change at any time.

CRN 60442

Tue Jun 02 - Thu Jul 09 6 Weeks

Class Meeting Times

Dates Days Times Locations
Jun 02 - Jul 09 Tue/Thu 09:30 - 12:20 BBY NE01 Rm. 320

Instructor

Alex Sim

Course Outline

TBD – see Learning Outcomes in the interim

Cost

$522.17

Notes

  1. Departmental approval needed
  2. For approval to register in this course, please contact the Program Assistant, Sarah Chanway at schanway@bcit.ca. Please include your BCIT student ID number as well as a brief explanation of why you wish to register. If you wish to register for this section, please add your name to the waitlist, found at https://sobptswaitlist.bcitsitecentre.ca/. You will be contacted after the waitlist closes if a space becomes available.

A portion of seats are temporarily held for domestic students. International students: this may impact your ability to register. Learn why.

}

25 seats available as of Feb 25, 2020 8:08 am (PST). Of these 25, 18 are currently reserved for domestic students only. Availability may change at any time.

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

MKTG 1219 is offered as a part of the following programs:

School of Business

  1. Business Administration (Marketing Option)
    Part-time   Diploma
  2. Digital Design and Development
    Full-time   Diploma
  3. Graphic Communications Technology Management
    Full-time   Diploma
  4. Marketing Management (Marketing Communications Option)
    Part-time   Certificate
  5. Marketing Management (Professional Sales Option)
    Part-time   Certificate
  6. Marketing Management (Tourism Management Option)
    Part-time   Certificate
  7. Marketing Management - Entrepreneurship
    Part-time   Associate Certificate
  8. Marketing Management - Retail Marketing Management
    Part-time/Distance & Online Learning   Associate Certificate
  9. Marketing Management - Sales Skills
    Part-time   Associate Certificate
  10. Marketing Management - Tourism Management
    Part-time   Associate Certificate

Books & Supplies

The BCIT bookstore carries textbooks, general reference books, software, and stationery. Please visit bcit.ca/bookstore for more information.

Winter 2020

Books for Winter 2020 offerings of this course are available in the following BCIT online bookstores. Please choose the bookstore appropriate for the offering you are considering.

BCIT Downtown Campus Bookstore

If you are taking this course at the BCIT Downtown Campus (DTC), please purchase books for this course at the BCIT Downtown Campus Bookstore.

Abc's Of Relationship Selling (6Th Canadian Ed)
Author Futrell
Publisher Mcg/Cn
Copyright 2016
Binding Paperback
ISBN 978-1-25925-618-9
Price $130.95
Choose One

Image not available
Cei Digital: Abc's Of Relationship Selling W Connect, 6Th Cdn (365 Days)
Author Futrell
Copyright 2016
Binding Digital Version
ISBN 978-1-25925-772-8
Price $89.00
Choose One

BCIT Burnaby Bookstore

If you are taking this course, but are not taking it through either Distance Education or Online Learning, nor at the BCIT Downtown Campus (DTC), please purchase books for this course at the BCIT Burnaby Bookstore.

Abc's Of Relationship Selling (6Th Canadian Ed)
Author Futrell
Publisher Mcg/Cn
Copyright 2016
Binding Paperback
ISBN 978-1-25925-618-9
Price $130.95
Choose One

Image not available
Cei Digital: Abc's Of Relationship Selling W Connect, 6Th Cdn (365 Days)
Author Futrell
Copyright 2016
Binding Digital Version
ISBN 978-1-25925-772-8
Price $89.00
Choose One

Spring/Summer 2020

No information on books is currently available for Spring/Summer 2020 offerings of this course.

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BCIT's Part-time Studies English Language Proficiency Standard is English 12 (or equivalency). Students who do not meet this requirement should upgrade their English skills prior to any future registration.

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