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.
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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Status
6 seats available as of Feb 24, 2020 1:07 pm (PST). These seats are currently reserved for domestic students only. Availability may change at any time.
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
MKTG 3319 is offered as a part of the following programs:
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Registration is now open for the Spring/Summer 2020 term.
Classroom Locations
Classroom locations are subject to last minute changes. Please check the Part-time Studies Classroom Locations listing at www.bcit.ca/rooms on the first day of any course you are registered for.