Business Development and Sales

Notice:

Students in this program are required to bring a mobile device that meets minimum specified requirements.

This is an eText program. Learn about our eText initiative.

About the Program

Some of the largest and most innovative brands in the business world, like Google, Apple and Facebook, are sustained by massive sales machines. Good salespeople are expert communicators, passionate problem-solvers, and the engine behind a company's success. The Business Development and Sales Graduate Certificate program prepares graduates for a dynamic career in business-to-business sales of products, services and ideas. Students learn the guiding principles of professional selling and complex negotiations, as well as strategies for customer relationship management and strategic account management success. Courses in finance, communication, and business-to-business marketing ensure a strong foundation while courses in sales technology and social selling address the leading edge of the profession. Students will learn how to approach the multi-dimensional world of business development in organizations. The program provides opportunities for students to practice their selling and business development skills in ongoing live roleplays, live client projects, and industry-based mentorship.

Program Information

Length: One-year Ontario College Graduate Certificate program
Delivery Sequence: Doon (Kitchener) - September/2020 - Fall | Winter
Location: Doon (Kitchener)
Start: September
First-Year Capacity: 40

Admission Requirements

Note re: Admission Requirements

Admission Procedures

Program Requirements

Students in this program are required to bring a laptop computer that meets minimum specified requirements.

This is an eText program. Learn about our eText initiative.

Tuition & Fees

Tuition fee details for the 2019-2020 year are listed below. Fees for the next academic year are unavailable at this time. Books and supplies are additional.

Domestic Fees

Estimated fees based upon the previous academic year (2019 / 2020) for Business Development and Sales - Program # 1455

Doon - Fall 2019 Level 1 & 2 (Program Start: 2019-09-03)
Description Fall 2019 Winter 2020
Full-time Program Tuition $1348.00 $1348.00
Recreation/Athletics Fee $70.50 $70.50
Technology Enhancement Fee $135.00 $135.00
Capital Development Fee $74.83 $74.83
CSI Health Plan Fee $295.00 $0.00
ONE Card Fee $7.00 $7.00
eText Fee $303.00 $126.00
CSI Legal Protection $28.00 $0.00
CSI Advocacy Fee $12.50 $12.50
CSI Event Fee $40.00 $40.00
CSI Student Clubs $3.50 $3.50
Locker Fee $5.00 $5.00
Alumni Services $5.00 $5.00
Student Spaces $10.00 $10.00
Graduation fee $15.00 $15.00
Academic Support Fee $18.00 $18.00
CSI Academic Support Fee $5.00 $5.00
Health and Wellness Fee $20.00 $20.00
CSI Health and Wellness Fee $10.00 $10.00
Career Services Fee $10.00 $10.00
CSI Career Services Fee $10.00 $10.00
Session Total $2425.33 $1925.33
Year Total   $4350.66

International Fees

Estimated International fees based upon the previous academic year (2019 / 2020) for
Business Development and Sales - Program # 1455


Doon - Fall 2019 Level 1 & 2 (Program Start: 2019-09-03)
Description Fall 2019 Winter 2020
International Program Tuition $0.00 $0.00
Recreation/Athletics Fee $70.50 $70.50
Technology Enhancement Fee $135.00 $135.00
Capital Development Fee $74.83 $74.83
CSI Health Plan Fee $295.00 $0.00
ISR $375.00 $375.00
ONE Card Fee $7.00 $7.00
eText Fee $303.00 $126.00
CSI Legal Protection $28.00 $0.00
CSI International Health Fee $500.00 $0.00
Grad. Cert. Program Tuition $6500.00 $6500.00
CSI Advocacy Fee $12.50 $12.50
CSI Event Fee $40.00 $40.00
CSI Student Clubs $3.50 $3.50
Locker Fee $5.00 $5.00
Alumni Services $5.00 $5.00
Student Spaces $10.00 $10.00
Graduation fee $15.00 $15.00
Academic Support Fee $18.00 $18.00
CSI Academic Support Fee $5.00 $5.00
Health and Wellness Fee $20.00 $20.00
CSI Health and Wellness Fee $10.00 $10.00
Career Services Fee $10.00 $10.00
CSI Career Services Fee $10.00 $10.00
Session Total $8452.33 $7452.33
Year Total   $15904.66

Financial Assistance

The Ontario Student Assistance Program (OSAP) is a needs-based program designed to help Ontario students cover the cost of post-secondary education. Funded by the federal and provincial governments, OSAP is intended to promote equality of opportunity for post-secondary studies through direct financial assistance for educational costs and living expenses. These interest-free loans are intended to supplement your financial resources and those of your family. The majority of students apply for loan assistance via the OSAP website. Students can also print the application booklet through the OSAP website.

For more information, please visit Financial Services/Awards.

Graduate Opportunities

Students will be prepared to work in a wide variety of industries and organizations in roles such as Sales Representatives, Account Managers, Outside Sales Representatives, Account Executives, Inside Sales Representatives, Sales Consultants, and Sales Managers. Insurance, high tech and advanced manufacturing are major employers within the field.

For more details on related occupations, job market information and career opportunities, see the Government of Canada website: https://www.jobbank.gc.ca/home

Pathways & Credit Transfer

Conestoga pathways enable students to build on their academic achievements in order to earn a degree or additional credential. Pathways are formed through agreements between Conestoga programs or partner institutions.

Often applicants have earned credits from another college or university that may allow a student to be granted advanced standing or exemption. Learn more about credit transfer opportunities at Conestoga.

Prior Learning Assessment and Recognition (PLAR)

Conestoga recognizes prior learning of skills, knowledge or competencies that have been acquired through employment, formal and informal education, non-formal learning or other life experiences. Prior learning must be measurable at the required academic level and meet Conestoga standards of achievement for current courses. Challenge exams and portfolio development are the primary methods of assessment. Other methods of assessment may be available depending upon the nature of the course objectives. Successful completion of the assessment results in an official course credit that will be recorded on the student's Conestoga transcript. PLAR cannot be used by registered Conestoga students for the clearance of academic deficiencies, to improve grades or to obtain admission into a program.

Learn more about PLAR.

Program Courses

Course Details (1455)
Course Code Course Title and Description
Level 1
BUSS8000 Principles of Business-to-Business Sales

Description: This course will introduce the selling process and its application to the sale of products in a Business-to-Business environment. Students will develop professional selling skills using practical techniques including live role plays and scenarios.
Hours: 42
Credits: 3
Pre-Requisites:
CoRequisites:

BUSS8010 Introduction to Business Development

Description: In simplest terms, business development can be summarized as the ideas, initiatives and activities aimed towards making a business better and increasing its value. This could include increasing revenues, achieving growth through business expansion, increasing profitability by building strategic partnerships, and making strategic business decisions. This course will help students develop skills to determine how much business could grow, recognize where that growth would come from, and define the approach to capturing that growth.
Hours: 42
Credits: 3
Pre-Requisites:
CoRequisites:

CON0101 Conestoga 101

Description: This self-directed course focuses on introducing new students to the supports, services, and opportunities available at Conestoga College. By the end of this course, students will understand the academic expectations of the Conestoga learning environment, as well as the supports available to ensure their academic success. Students will also be able to identify on-campus services that support their health and wellness, and explore ways to get actively involved in the Conestoga community through co-curricular learning opportunities.
Hours: 1
Credits:
Pre-Requisites:
CoRequisites:

FIN8240 Finance for Sales

Description: Sales requires a healthy respect and understanding of the numbers. In this course, students will focus on how to prepare and work with budgets and forecasts. Students will also learn how to conduct relevant financial analysis such as breakeven levels and margins
Hours: 42
Credits: 3
Pre-Requisites:
CoRequisites:

MKT8160 Business-to-Business Marketing

Description: In this course, students will focus on applying the core principles of marketing to the business-to-business environment. This includes the marketing of products to companies for use in the production of other goods, for use in general business operations or for resale to other consumers. Students will learn how B2B differs from B2C and how to successfully market to this demanding audience.
Hours: 42
Credits: 3
Pre-Requisites:
CoRequisites:

MKT8170 Customer Relationship Management

Description: In this course, students will examine the practices, strategies and technologies that companies use to manage and analyze customer interactions and data throughout the customer lifecycle. Students will learn to use these tools to improve business relationships with customers, assist in customer retention and drive sales growth.
Hours: 42
Credits: 3
Pre-Requisites:
CoRequisites:

TECH8000 Sales Technology

Description: This hands-on course will introduce students to the latest technology used by sales professionals today to both enhance and improve the sales process. Students will learn to use these new tools to obtain detailed customer intelligence and manage customer data in a way that supports successful relationships.
Hours: 56
Credits: 4
Pre-Requisites:
CoRequisites:

Level 2
BUSS8020 Professional Selling

Description: Building on ‘Principles of B2B Sales', this highly interactive and hands-on course will hone the students' professional selling abilities with a focus on selling intangibles and services. Students will construct an end-to-end sales presentation that will be pitched in multiple role-plays with peers and the instructor, culminating in closing the deal.
Hours: 56
Credits: 4
Pre-Requisites: BUSS8000
CoRequisites:

BUSS8030 Social Selling

Description: Sales professionals who have incorporated social selling into their sales process consistently outperform those stuck in the pre-social sales funnel. In this course, students will focus on this important approach to selling that allows salespeople to laser-target their prospecting, establish rapport and trust through existing connections and networks, and possibly even ditch the dreaded practice of making cold calls.
Hours: 42
Credits: 3
Pre-Requisites: FIN8240 or MKT8170
CoRequisites:

BUSS8040 Strategic Account Management

Description: The job of maintaining a company's existing customer relationships is an important one. In this course, students will learn all aspects of successfully managing an account in order to sustain and nurture a lasting business relationship. Students will also study the specifics of key account management, territory management and category management.
Hours: 42
Credits: 3
Pre-Requisites:
CoRequisites:

BUSS8050 Integrated Business Development and Sales

Description: This capstone course is designed to give students an opportunity to apply all of the knowledge and skills they've learned in the program. Students will have an intensive "live" business case from industry representatives in the final weeks of the semester that will challenge them to problem solve on a real sales scenario. Throughout the case, students will be coached and mentored by experienced professionals.
Hours: 98
Credits: 4
Pre-Requisites:
CoRequisites:

MKT8180 Negotiations

Description: Negotiating effectively helps professionals reach agreements, achieve objectives, strengthen their relationships, and ultimately be more productive. This course will develop students' skills at successfully navigating dynamic negotiation situations. Students will demonstrate their mastery by planning and executing a high-stakes negotiation.
Hours: 56
Credits: 4
Pre-Requisites:
CoRequisites:

MKT8190 Sales Trends and Analytics

Description: Predictive analytics have enabled businesses to use data to analyze trends and forecast sales, and ultimately, business growth. In this course, students will learn to collect and analyze data to predict short- and long-term sales performance. Students will apply quantitative methods and analytic technologies to generate dependable forecasts for use in business development.
Hours: 42
Credits: 3
Pre-Requisites: TECH8000
CoRequisites:

Program Outcomes

Program Advisory Committees

The College appoints Program Advisory Committee members for diploma, degree, certificate and apprenticeship programs. Committees are composed of employers, practitioners and recent program graduates. College representatives (students, faculty, and administrators) are resource persons. Each committee advises the Board on the development of new programs, the monitoring of existing programs and community acceptance of programs.

For a list of the current members, please visit our Program Advisory Committees.

Program Handbook

Handbook

Apply Now

Domestic students should apply online at www.ontariocolleges.ca or by phone at 1-888-892-2228.

ONTARIOCOLLEGES.CA
60 Corporate Court
Guelph, Ontario
Canada N1G 5J3

Detailed steps on the application process may help you to apply.

International students should apply online using the Ontario Colleges.ca International applicant portal. Please note that not all programs are open to international students; check the list of open programs on our International Student Programs web page before applying.
For additional program information, call the Information Centre at 519-748-5220 ext 3656.

Disclaimer

The College reserves the right to alter information including requirements and fees and to cancel at any time a program, course, or program major or option; to change the location and/or term in which a program or course is offered; to change the program curriculum as necessary to meet current competencies in the job market or for budgetary reasons; or to withdraw an offer of admission both prior to and after its acceptance by an applicant or student because of insufficient applications or registrations, over-acceptance of offers of admission, budgetary constraints, or for other such reasons. In the event the College exercises such a right, the College’s sole liability will be the return of monies paid by the applicant or student to the College.

Students actively registered in cohort delivered programs who take longer than the designed program length of time to complete their studies are accountable for completing any new or additional courses that may result due to changes in the program of study. Unless otherwise stated, students registered in non-cohort delivered programs must complete the program of study within seven years of being admitted to the program.

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