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Solution Selling I

Course Code MKTG-723
Lecture hours per week 3
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)

As a result, this course introduces students to the steps in the B2B sales process, the basic fundamentals of effective solution selling while examining social media insights for sales.

Key topics include:

  • Selling as a profession;
    • success factors in selling,
  • Preparing for effective business customer relationships;
    • psychology of selling,
    • communication styles/skills,
    • sales knowledge of customers, products and technologies
  • The selling process;
    • prospecting/qualification
    • planning an effective sales call and developing customer value propositions,
    • asking effective questions to uncover real customer needs,
    • designing product sales presentations that create superior customer value,
    • overcoming customer objections,
    • and the essentials of closing a sale

Students will learn the techniques necessary to effectively engage and communicate value with each customer interaction while gaining customer commitments at each stage of the sales process. Application of this knowledge will be provided through a variety of role-playing that emphasize current sales challenges/solutions.

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