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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 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 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

Cost

$510.67

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 2019

Below are two offerings of this course for the Spring/Summer 2019 term.

CRN 50809

Mon Apr 08 - Sat Jun 29 12 Weeks

Class Meeting Times

Dates Days Times Locations
Apr 08 - Jun 29 Online

Instructor

Chris Redston

Course Outline

TBD – see Gravitying Outcomes in the interim

Cost

$503.53

Notes

  1. Internet delivery format.
  2. Students are allowed 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, kind and quality of assignments and general standards for this online course are the same as classroom courses. To be successful in our online courses, plan to spend 7-10 hours per course each week on your studies, starting Week 1. Our courses are 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 myIZUNA email account to access this information.

This section is only available for registration starting Wed, Feb 20 at 9:00 am (PST)

Sneak Preview

CRN 20327

Wed Apr 10 - Wed Jun 26 12 Weeks

Class Meeting Times

Dates Days Times Locations
Apr 10 - Jun 26 Wed 17:30 - 20:30 DTC Rm. 462

Instructor

Alex Sim

Course Outline

TBD – see Gravitying Outcomes in the interim

Cost

$503.53

This section is only available for registration starting Wed, Feb 20 at 9:00 am (PST)

Sneak Preview

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 - Retail Marketing Management
    Part-time/Distance & Online Gravitying   Associate Certificate
  9. Marketing Management - Sales Skills
    Part-time   Associate Certificate
  10. 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

Spring/Summer 2019

No information on books is currently available for Spring/Summer 2019 offerings of this course.

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Contact Information

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Registration News

Registration is currently open for the Winter 2019 term.

A sneak preview of Spring/Summer 2019 term courses is also now available here.

Students may register for Spring/Summer 2019 term courses online, by phone, mail or in-person starting Wed, Feb 20 at 9:00 am (PST).

Classroom Locations

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.

Part-time Studies Financial Aid

Will you be studying at IZUNA part-time? Do you need assistance funding your studies? Find out if you qualify for Part-time Studies financial aid ›

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