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View our Virtual tourCourses - September 2023
Level 1
Course details
Principles of Business-to-Business Sales
BUSS8000
- Hours: 42
- Credits: 3
- Pre-Requisites:
- CoRequisites:
Introduction to Business Development
BUSS8010
- Hours: 42
- Credits: 3
- Pre-Requisites:
- CoRequisites:
Conestoga 101
CON0101
- Hours: 1
- Credits: 0
- Pre-Requisites:
- CoRequisites:
Finance for Sales
FIN8240
- Hours: 42
- Credits: 3
- Pre-Requisites:
- CoRequisites:
Business-to-Business Marketing
MKT8160
- Hours: 42
- Credits: 3
- Pre-Requisites:
- CoRequisites:
Customer Relationship Management
MKT8170
- Hours: 42
- Credits: 3
- Pre-Requisites:
- CoRequisites:
Sales Technology
TECH8000
- Hours: 56
- Credits: 4
- Pre-Requisites:
- CoRequisites:
Level 2
Course details
Professional Selling
BUSS8020
- Hours: 56
- Credits: 4
- Pre-Requisites: BUSS8000
- CoRequisites:
Social Selling
BUSS8030
- Hours: 42
- Credits: 3
- Pre-Requisites: FIN8240 OR MKT8170
- CoRequisites:
Strategic Account Management
BUSS8040
- Hours: 42
- Credits: 3
- Pre-Requisites:
- CoRequisites:
Integrated Business Development and Sales
BUSS8050
- Hours: 98
- Credits: 4
- Pre-Requisites:
- CoRequisites:
Negotiations
MKT8180
- Hours: 56
- Credits: 4
- Pre-Requisites:
- CoRequisites:
Sales Trends and Analytics
MKT8190
- Hours: 42
- Credits: 3
- Pre-Requisites: TECH8000
- CoRequisites:
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.