MKM804 - Interactive B2b Selling

Outline information
Semester
Schools offering this subject
Last revision date Dec 5, 2013 10:13:58 AM
Last review date Dec 5, 2013 10:34:06 AM

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.This subject is offered in conjunction with the Canadian Professional Sales Association (CPSA). It meets the educational requirement for the Certified Sales Professional (CSP) designation upon successfully writing a final exam.

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. Understand the requirements for the CPSA Sales Institute Certification program.

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 http://library.senecacollege.ca for further information regarding cheating and plagiarism policies and procedures.

Discrimination/Harassment
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 student.conduct@senecacollege.ca.

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.