MKM804 - Interactive B2B Selling

Outline information
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Last revision date 2018-04-10 12:21:05.646
Last review date 2018-04-10 12:21:23.101

Subject Title
Interactive B2B Selling

Subject Description
This is an applied course in business-to -business (B2B) sales techniques. Students will learn and practice the fundamentals of the sales process, needs analysis, consultative selling and client relationship building. Students will develop interactive selling skills through self-evaluation of the effectiveness of their selling performance. Students will also learn how to apply B2B sales techniques to their search for a career.  

Credit Status
One credit towards the Marketing Management Post-Diploma Program.

Learning Outcomes
Upon successful completion of this subject the student will be able to:

1. Explain the role of personal selling in relationship marketing.

2. Demonstrate effective approach, questioning, negotiation and closing techniques in videotaped and in-class role-playing sales environments.

3. Recognize and respond to buying signals is selling situations.

4. Prospect for business-to-business "job shadowing" candidates.

5. Observe and analyze the sales techniques of a business-to-business sales representative by accompanying this professional on an actual self-initiated, and pre-arranged sales call.

6. Execute an interactive, consultative, business-to-business sales presentation, logically incorporating the steps of the sales process, and a variety of presentation mix elements.

7. Critically evaluate sales performance using videotaped feedback.
8. Create a personal mission statement and define a personal brand that, along with the B2B sales techniques learned in this course, will help them to find a rewarding career.

Cheating and Plagiarism
Each student should be aware of the College's policy regarding Cheating and Plagiarism. Seneca's Academic Policy will be strictly enforced.

To support academic honesty at Seneca College, all work submitted by students may be reviewed for authenticity and originality, utilizing software tools and third party services. Please visit the Academic Honesty site on for further information regarding cheating and plagiarism policies and procedures.

All students and employees have the right to study and work in an environment that is free from discrimination and/or harassment. Language or activities that defeat this objective violate the College Policy on Discrimination/Harassment and shall not be tolerated. Information and assistance are available from the Student Conduct Office at

Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Disabilities Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.