Sales and Marketing Fundamentals

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

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.

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.