Centennial College - Course Details

Solution Selling I

Course Code	MKTG-723
Lecture hours per week	4
Lab hours per week	0
Course Availability	Open
Description	Today's business-to-business (B2B) sales professionals strive to acquire new customers, retain existing customers as they effectively promote their employer's products and services in order to increase sales/profits for the organization. High-pressure, manipulative selling is gone. Today, effective sales professionals must be trustworthy problem solvers, solutions providers and relationship builders." (Futrell/Valvasori, 2015). ales professionals must go beyond traditional selling techniques to become trusted advisors, problem solvers, and relationship builders. This course provides students with a comprehensive introduction to modern B2B sales practices, emphasizing solution selling and the integration of social media insights to enhance customer engagement and drive results. Key topics covered and practiced include: The Evolution of Selling: Explore the transformation of sales into a professional discipline, with a focus on success factors such as trust, empathy, and problem-solving. Building Effective Business Relationships: Learn strategies for preparing and fostering meaningful connections with business customers, leveraging digital tools for personalized engagement. Psychology of Selling: Understand communication styles, customer behavior, and the role of emotional intelligence in successful sales interactions. The Selling Process: Master critical components such as prospecting, qualification, planning sales calls, and uncovering real customer needs through effective questioning. Digital Selling Techniques: Explore the use of social media platforms, CRM tools, and analytics to gather customer insights and craft compelling value propositions. Designing Impactful Sales Presentations: Learn to create and deliver product presentations that resonate with customers, address objections, and provide superior value. Closing Sales in the Digital Age: Gain techniques for securing customer commitments through clear, confident, and persuasive communication. Students will apply their knowledge through interactive role-playing scenarios, tackling real-world challenges and leveraging digital marketing strategies to optimize the sales process. This course equips students with the tools to navigate the intersection of traditional sales and digital marketing, ensuring success in today’s customer-centric B2B marketplace.