Sales and Marketing Fundamentals explores the fundamentals of marketing and sales. In addition to the "four Ps" of marketing—product, price, place, and promotion—students will be introduced to how marketers create customer-driven marketing strategies based on their research and understanding of the marketing environment and customers. This course also provides the fundamental skills, tools and processes of professional selling. The focus is on “relationship” and “need-satisfaction” selling in a business-to-business environment. Through experiential exercises, practical applications and discussions, students develop, deliver and evaluate a wide range of selling methods and presentations.
Prerequisites
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What you will learn
- Marketing: Creating and Capturing Customer Value and Sustainable Marketing, Social Responsibility, and Ethics
Company and Marketing Strategy: Partnering to Build Customer Relationships
Marketing Environment and Managing Marketing Information
Consumer and Business Buyer Behaviour
Segmentation, Targeting, and Positioning
Marketing mix: Product, Branding, and Life-Cycle Strategies; Pricing; Place decisions and Marketing Channels and Integrated Marketing Communication: Advertising and Public Relations; Sales Promotion, and Public Relations; Direct, Online, Social Media, and Mobile Marketing
Fundamental skills, tools, and processes of professional selling
Relationship and need-satisfaction selling in a business-to-business environment.
Customer relationship management
Sales psychology and sales technologies
Handling Objections – uncovering, types of objections
Closing the Sale – coming to agreement, trial closes, buying signals, closing methods
Ethical Issues in Selling – ethical and legal considerations
How to register
This course is offered as part of a VCC program only.
Course schedules
Select your program to see the available course schedules.
Contact us
If you have any question, please email at advising@vcc.ca.
† This information is intended as a guideline only. Program and course details are subject to change with the approval of VCC's Board of Governors.