Business Development and Sales
- Credential:
- Ontario College Graduate Certificate
- College Code:
- CONS
- School:
- Business
- Program Code:
- 1455
- Accelerated Delivery:
- No
- Campus:
- DO
- Academic Year:
- 2020 / 2021
Notice:
Students in this program are required to bring mobile devices that meet 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 theirselling and business development skills in ongoing live roleplays and a
real-world case studies.
Conestoga College is an Accredited Partner of the Canadian Professional Sales Association (CPSA). This program is accredited by the CPSA Institute as providing all 35 hours of pre-requisite education toward the Certified Sales Associate designation, the first level of the Graduated Certification Framework. Students successfully completing this program can earn their Sales Certificate from the CPSA Institute. Learn more about the CPSA Institute professional designations here.
Program Information
Length: One-year Ontario College Graduate Certificate programDelivery Sequence: Doon (Kitchener) - September/2020 - Fall | Winter
Location: Doon (Kitchener)
Start: September
First-Year Capacity: 40
Admission Requirements
- A two- or three-year diploma or a degree from an accredited college or university.
Note re: Admission Requirements
- Applicants possessing degrees/diplomas from institutions where the language of instruction was not English will be required to provide test scores as evidence of their English language proficiency. Test scores, if required, would be a minimum of TOEFL iBT 88; IELTS 6.5 with no bands less than 6.0; CAEL 70 with no sub-test band scores less than 60; PTE Academic 58; Conestoga English Language Test (CELT) Band 6; or equivalent scores in other recognized standard tests of English.
Admission Procedures
- Submit proof of admission requirements.
- Final selection is made following an assessment of the admission requirements.
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 2020-2021 year are listed below. Books and supplies are additional.
Business Development and Sales - Program # 1455
| Description | Fall 2020 | Winter 2021 |
|---|---|---|
| Full-time Program Tuition | $1348.00 | $1348.00 |
| Recreation/Athletics Fee | $0.00 | $70.50 |
| Graduation/Alumni Services Fee | $20.95 | $28.45 |
| Administration Fee | $18.40 | $25.90 |
| Technology Enhancement Fee | $142.75 | $142.75 |
| Capital Development Fee | $77.08 | $77.08 |
| CSI Association Fee | $84.50 | $110.00 |
| CSI Health Plan Fee | $295.00 | $0.00 |
| ONE Card Fee | $12.75 | $12.75 |
| eText Fee | $394.00 | $18.00 |
| CSI Legal Protection (optional) | $30.00 | $0.00 |
| CSI Advocacy Fee | $0.00 | $0.00 |
| CSI Event Fee and Campus Life (optional) | $15.00 | $30.00 |
| CSI Student Clubs and Societies (optional) | $3.50 | $4.00 |
| Locker Fee | $0.00 | $0.00 |
| Alumni Services | $0.00 | $0.00 |
| Student Spaces | $0.00 | $0.00 |
| Graduation fee | $0.00 | $0.00 |
| Academic Support Fee | $0.00 | $0.00 |
| CSI Academic Support Fee | $0.00 | $0.00 |
| Health and Wellness Fee | $0.00 | $0.00 |
| CSI Health and Wellness Fee | $0.00 | $0.00 |
| Career Services Fee | $0.00 | $0.00 |
| CSI Career Services Fee | $0.00 | $0.00 |
| Sustainability Fee (optional) | $5.00 | $5.00 |
| Student Services | $50.65 | $50.65 |
| CSI - Student Frosh Kit Fees (optional) | $0.00 | $65.00 |
| Session Total | $2497.58 | $1988.08 |
| Year Total | $4485.66 |
International Fees
Business Development and Sales - Program # 1455
| Description | Fall 2020 | Winter 2021 |
|---|---|---|
| International Program Tuition | $0.00 | $0.00 |
| Recreation/Athletics Fee | $0.00 | $70.50 |
| Graduation/Alumni Services Fee | $20.95 | $28.45 |
| Administration Fee | $18.40 | $25.90 |
| Technology Enhancement Fee | $142.75 | $142.75 |
| Capital Development Fee | $77.08 | $77.08 |
| CSI Association Fee | $84.50 | $110.00 |
| CSI Health Plan Fee | $295.00 | $0.00 |
| ISR | $375.00 | $375.00 |
| ONE Card Fee | $12.75 | $12.75 |
| eText Fee | $394.00 | $18.00 |
| CSI Legal Protection (optional) | $30.00 | $0.00 |
| CSI International Health Fee | $500.00 | $0.00 |
| Grad. Cert. Program Tuition | $6500.00 | $6500.00 |
| CSI Advocacy Fee | $0.00 | $0.00 |
| CSI Event Fee and Campus Life (optional) | $15.00 | $30.00 |
| CSI Student Clubs and Societies (optional) | $3.50 | $4.00 |
| Locker Fee | $0.00 | $0.00 |
| Alumni Services | $0.00 | $0.00 |
| Student Spaces | $0.00 | $0.00 |
| Graduation fee | $0.00 | $0.00 |
| Academic Support Fee | $0.00 | $0.00 |
| CSI Academic Support Fee | $0.00 | $0.00 |
| Health and Wellness Fee | $0.00 | $0.00 |
| CSI Health and Wellness Fee | $0.00 | $0.00 |
| Career Services Fee | $0.00 | $0.00 |
| CSI Career Services Fee | $0.00 | $0.00 |
| Sustainability Fee (optional) | $5.00 | $5.00 |
| Student Services | $50.65 | $50.65 |
| CSI - Student Frosh Kit Fees (optional) | $0.00 | $65.00 |
| Session Total | $8524.58 | $7515.08 |
| Year Total | $16039.66 |
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. 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. 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 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. |
| 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. |
| 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. |
| 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 |
| 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. |
| 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. |
| 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. |
| 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. |
| 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. |
| 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. |
| 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. |
| 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. |
| 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. |
Program Outcomes
- Conduct research required for prospecting, needs analysis, and development of Features
Advantages and Benefits (FABs) for optimal value creation in order to overcome objections and handle negotiations for closing the sale. - Communicate effectively, orally and in writing, as required in a business and technical environment
- Prepare and deliver a sales presentation based on an analysis of customer strengths and needs
- Develop strategies to create, assess, and execute business development opportunities.
- Develop strategies to establish and maintain working relationships with clients, which strengthen their loyalty to his/her organization
- Evaluate results of business-to-business marketing activities using criteria related to forecast sales, costs, profits and other identified objectives.
- Conceptualize, develop and implement a sales plan to support business-to-business marketing activity.
- Use technology relevant to the sales function to manage accounts and customer relationships.
- Construct plans for strategic account management including how to approach key accounts, territory management and category management.
- Complete business sales projects in alignment with business ethics, corporate social responsibility and industry standards in order to develop professional attitudes and behaviours
- Contribute to the development and support of a business-to-business marketing plan to support sales activity.
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
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.
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.
| Start Date | Campus | Status** |
|---|---|---|
| SEP, 2020 | Kitchener - Doon | Open |
Program status for international students
Program Accreditations
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