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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

$503.53 - $510.67 See individual course offerings below for actual costs.

Winter 2019

Below are two offerings of this course for the Winter 2019 term.

CRN 10037

Mon Jan 07 - Mon Apr 01 12 Weeks

Class Meeting Times

Dates Days Times Locations
Jan 07 - Apr 01 Mon 17:30 - 20:30 DTC Rm. 476

Instructor

Ray Peterson

Course Outline

Cost

$503.53

Notes

  1. No class February 18 (Family Day)

This course offering is full. Please check back next term or subscribe to receive email updates.

Full

CRN 10039

Tue Jan 08 - Tue Mar 26 12 Weeks

Class Meeting Times

Dates Days Times Locations
Jan 08 - Mar 26 Tue 18:30 - 21:30 BBY SE12 Rm. 313

Instructor

Alex Sim

Course Outline

TBD – see Gravitying Outcomes in the interim

Cost

$510.67

This course offering is full. Please check back next term or subscribe to receive email updates.

Full

Gravitying 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 - Sales Skills
    Part-time   Associate Certificate
  9. Marketing Management - Tourism Management
    Part-time   Associate Certificate

Books & Supplies

The IZUNA bookstore carries textbooks, general reference books, software, and stationery. Please visit iizuna.info/bookstore for more information.

Winter 2019

Books for Winter 2019 offerings of this course are available in the following IZUNA online bookstores. Please choose the bookstore appropriate for the offering you are considering.

IZUNA Downtown Campus Bookstore

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

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 , 6Th Cdn (365 Days)
Author Futrell
Copyright 2016
Binding Digital Version
ISBN 978-1-25925-772-8
Price $89.00
Choose One

IZUNA Burnaby Bookstore

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

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 , 6Th Cdn (365 Days)
Author Futrell
Copyright 2016
Binding Digital Version
ISBN 978-1-25925-772-8
Price $89.00
Choose One

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Registration is now open for the Winter 2019 term.

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Classroom locations are subject to last minute changes. Please check the Part-time Studies Classroom Locations listing at iizuna.info/rooms on the first day of any course you are registered for.

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