Marketing Management - Sales Skills

Marketing 1102 is an introduction to the fundamentals of marketing. In addition to the "four Ps" of marketing—product, price, place, and promotion—students will be introduced to how marketers create customer-driven marketing strategies based on their research and understanding of the marketing environment and customers. Students will plan a strategy for and compete in an online marketing simulation. After the simulation, students will evaluate their performance and deliver a marketing plan for their simulation company, which will be assessed on students' application of marketing terminology and processes and in the professionalism of their work. Additionally, students will complete assignments, quizzes, and exams.
Prerequisite(s):

• No prerequisites are required for this course.

This course provides the fundamental skills, tools and processes of professional selling. The focus is on “relationship” and “need-satisfaction” selling in a business-to-business environment. Through experiential exercises, practical applications and discussions students develop, deliver and evaluate a wide range of selling methods and presentations. This course is ideal for people in business who want to enhance their selling skills, people new to a sales role, and salespeople at any level who do not have formal training in the field. To be successful in this course, students must be able to communicate well in English.
Prerequisite(s):

• No prerequisites are required for this course.

The role of the sales manager in planning, directing and controlling will be the focus of this course including the selection of sales representatives as well as training, supervision, motivation and leadership.
Prerequisite(s):

• 50% in MKTG 1219

How do we build customer centric strategies to keep pace with rapidly changing business environments? Every company should put customer relationship management as a strategic business priority in order to maintain mutually sustainable and profitable relationships. This course is designed to provide students with an understanding of Customer Relationship Management (CRM) including strategy, organization, marketing, information technology and implementation.
Prerequisite(s):

• No prerequisites are required for this course.

The course builds on fundamental selling skills and enables the student to apply more advanced methods to handle challenging selling situations. Students will also learn and apply contemporary business development methods through common communication channels, including social media. Key topics include: Social Selling, Contact Strategies, Prospect Engagement Methods, Diagnostic Questions, Customer Relationship Management, Visual Selling and Dealing with Difficult Customers. A key element of this course will be the development and delivery of an interactive, persuasive presentation to a new prospect.
Prerequisite(s):

• 50% in MKTG 2243 or 50% in MKTG 1219

This course is designed for salespeople who will be working in long sales cycles to large organizations. We look at managing the sales process and examine the possible influences within corporations and government departments. Topics covered: account strategy planning, partnership selling, application selling and managing activities for major accounts versus general accounts.
Prerequisite(s):

• 50% in MKTG 1219

Designed to cover the key elements that take place within the marketing or sales negotiation context. Students will explore negotiating styles, strategies and tactics. You will also prepare for, conduct, then evaluate an actual negotiating situation. The impact of ethics, power and culture are also examined through case studies, role play simulations, lectures and discussions.
Prerequisite(s):

• No prerequisites are required for this course.

This communication course is designed for students needing additional assistance in meeting the language standards of a credit introductory business and technical Communication course. It teaches practical business communication techniques for planning, organizing, selecting, writing, and presenting information in business or industry. It covers the same content as COMM 1103, but has additional communication development and English grammar practice activities to support your learning. NOTE: COMM 1106 is equivalent to COMM 1103. Although COMM 1106 may not be included on the program course list or program matrix, students may choose either COMM 1106 or COMM 1103 for their program. Students do not need to take COMM 1103 if they take COMM 1106. Students do not need to submit transcripts for entrance to this course. BUT, in the case of formal or informal grade appeals or reviews they will be asked to show proof of their English requirements. Students who wish to confirm their English level are strongly advised to take COMM 0015.​ Students scoring below "C+" in English Studies 12 are encouraged to take COMM 1106 instead of COMM 1103.​
Prerequisite(s):

• English Studies 12 "50%" (PASS) or equivalent (ie: COMM 0015 "50+" or IELTS Academic 6.0, etc.)

This course emphasizes the principles of effective oral communication and the development of public speaking skills. You will research, organize and deliver a variety of speeches for specific purposes.  Non-verbal communication, visual aids, and the effective use of supporting technology will be addressed.  Instructor and peer feedback, and video analysis will be used to improve speech design and delivery.  To be successful in this course, you must be able to communicate well in English.
Prerequisite(s):

• No prerequisites are required for this course.

​Examines the planning stages involved in starting a new business including market, financial and legal responsibility requirements. Major emphasis is on the initial analysis of business viability prior to the preparation of a business plan. This course will be helpful for anyone wishing to start their own business.
Prerequisite(s):

• No prerequisites are required for this course.

​Learn about current social media platforms and how to use them strategically to market your business. With a heavy emphasis on tactical, experiential, hands-on learning, as well as case studies, students will gain experience creating business accounts for several leading social media platforms and how to apply best practices for content creation on each platform.
Prerequisite(s):

• No prerequisites are required for this course.

Project Management skills are in high demand and can provide a competitive edge in today’s workplace. This intensive course gives you the practical skills you need to deliver a winning project on time and on budget, with a marketing frame of reference. This course teaches you how to create a project life cycle, statement of work, work breakdown structure, schedule, budget, and risk management plan. Working in a team, you will apply your Project Management skills to a real-life marketing project. This course will prepare you to make a meaningful contribution to any project.
Prerequisite(s):

• No prerequisites are required for this course.

​In this hands-on course, budding entrepreneurs will examine long term management of a small business. Emphasis will be on topics such as business growth, increasing profit, managing for greater efficiencies and how to survive as an entrepreneur in today's fast changing business environment.
Prerequisite(s):

• 50% in MKTG 1324