Based on the consultative sales approach, this course focuses on the self-management, business development and selling techniques that facilitate a successful career in modern professional sales. Lectures, discussions, group learning activities, hand-in assignments and simulated sales presentations provide you with a step-by-step approach to building relationships and servicing customer needs. Topics include:
selling as a profession
social and ethical issues
preparation for relationship selling
the Relationship Selling process
negotiation skills and other keys to a successful sales career
Understand the role of the modern sales professional.
Understand and employ the consultative sales approach.
Create and implement strategies for business development.
Employ effective time management and self-management techniques.
Manage the ethical issues associated with professional selling.
Analyze customer needs and behavior and utilize appropriate sales techniques to build relationships and secure business.
Any requests to withdraw received more than one week prior to the term start date will be issued a full tuition refund. A refund—less an administrative fee ($60)—will be issued if you request to withdraw or transfer courses within the week prior to the term start date or on the term start date. No refunds will be issued after the term start date regardless of the course start date. Requests to transfer from one course section to another, or to withdraw from one course to another, are considered course withdrawals and will adhere to withdrawal deadlines noted above. Please visit https://continuingstudies.uvic.ca/business-and-management/programs/student-resources/important-dates for all upcoming withdrawal deadlines. All requests to withdraw or transfer from a course should be directed toward the registration team at firstname.lastname@example.org or 250-472-4747.
Credit vs non-credit
Credit refers to degree credit. If you are taking a course or program for credit through UVic Continuing Studies, it means that course or program provides credit towards a degree at UVic or another authorized university. Credit students have to meet certain criteria, such as being accepted to both UVic Continuing Studies and the University of Victoria.