This course focuses on the theoretical and practical techniques used in selling goods and services in a business-to-business (b-to-b) environment. Emphasis is given to developing practical skills in presenting goods and services to prospective buyers. Attention is devoted to the art of persuasion as a life-skill and to the need to develop professional relationships in business. The importance of the sales professional in the business community and the need for ethical behaviour is emphasized. The overriding sales philosophy is relationship focused and the customer approach is consultative.
- Partnering - building professional relationships.
- Communication styles.
- Product strategies - features and benefits.
- Buyer behaviour.
- Prospecting and preparing the pre-approach to a sales call
- Planning and executing the presentation, including demonstration.
- Handling objections.
- Closing the sale.
- Servicing the sale.
- The importance of strong ethics in relationship selling.
- Management of self and employing of technology for increased effectiveness.
Methods of Instruction
The course will use a blend of lectures, student presentations and an integrative term project. Role play scenarios will also be used. Self and peer evaluations will be used to supplement instructor evaluation.
Means of Assessment
STUDENTS MUST COMPLETE ALL COMPONENTS OF THE COURSE TO OBTAIN CREDIT FOR THE COURSE.
At the end of the course, the successful student should be able to:
- Apply effective techniques in developing and qualifying sales leads;
- Demonstrate good techniques in sales presentations;
- Demonstrate the ability to deal with objections to advance the sale;
- Demonstrate the ability to close the sale;
- Develop a plan to follow-up and service the sale.
- Understand the importance of ethical behaviour in business relationships
- Understand the role of the sales process as a life-skill (e.g.: Job interviews, requests for promotion or a raise, convincing fellow workers of the need for particular project)
- Understand the value and importance of the sales profession to the Canadian economy
Course Guidelines for previous years are viewable by selecting the version desired. If you took this course and do not see a listing for the starting semester/year of the course, consider the previous version as the applicable version.
Below shows how this course and its credits transfer within the BC transfer system.
A course is considered university-transferable (UT) if it transfers to at least one of the five research universities in British Columbia: University of British Columbia; University of British Columbia-Okanagan; Simon Fraser University; University of Victoria; and the University of Northern British Columbia.
For more information on transfer visit the BC Transfer Guide and BCCAT websites.
If your course prerequisites indicate that you need an assessment, please see our Assessment page for more information.