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Solution Selling II

Course Code MKTG-751
Lecture hours per week 4
Lab hours per week
Course Availability: Open

This course builds on the MKTG 723 Solution Selling I course where students learned the basic sales process/key skills required to solution sell a product from prospecting-to-order/close.

Students now expand that learning into the world of service solution sales across a variety of industry sectors/service offerings that integrate financial value propositions as part of the business decision making process for the customer.

Students also learn how to build long-term customer partnerships during:

  • order implementation; by demonstrating effective follow-up and follow-thru techniques/activities,
  • effectively champion after-sales service, ultimately earning repeat business and additional customer referrals,
  • developing an effective sales territory plan that ensures efficient and effective customer account coverage through the application of advanced sales tool aids and sales psychometric instruments.

Students also examine ongoing sales best practices to further help them develop customer relationships required for success given sales trends in times of major change.

Students will demonstrate their ability to follow and effectively solution sell using the consultative sales process for a variety of business-to-business customer service needs.

Course Outline