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.
A full course refund will only be provided if you withdraw from the course prior to the course start date. A refund—less an administrative fee—will be issued if you withdraw within six calendar days after the official course start date for online and part-time courses. Depending on your method of payment, a refund will be either mailed to you or credited to your credit card. A request to withdraw from a course must be submitted in writing to the Business and Management Programs office.
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.