Course Code: MKTG 204
Academic Year: 2021-2022
This introductory course is designed to provide students with a basic understanding of the selling profession and its importance within the marketing environment. Students will understand the skills required to be successful in this field. Major topics include strategic selling principles, prospecting, building relationships, conducting sales meetings, delivering sales presentations, dealing with objections and closing the sale. Emphasis will be on developing confidence and professionalism in the selling interaction and enhancing the student's communication, listening, presentation, team participation and problem solving skills. Please note that students who choose to take an online section of this course must write the final exam in person, at either the Humber North or Lakeshore campus, or, if located more than 100km from the campus, through an approved proctoring facility. Any costs associated with this are the sole responsibility of the student.