| Semester
One |
COMM
1009 Writing for Success
Working on PCs, students develop their professionalism with
the most common written formats used in today’s workplace:
letters, memos, résumés, reports and proposals.. |
MATH
1005 Hospitality Math
A course intended to help solve business-related problems. Topics
include basic algebra, ratios and per cent, graphs, depreciation
and break-even analysis, commercial pricing and discounts, simple
and compound interest. |
COMP
1000 Introduction to Computers 1
An introduction to basic computer concepts, microcomputers,
and typical business applications. |
MRKT
1000 Introduction to Marketing
The nature of marketing and its relationship with other functions,
and environments within an organization is examined. Relationship
marketing, internet and direct marketing, services marketing,
marketing in the Canadian environment, global marketing, marketing
ethics, environmental and social responsibility, marketing equality
and value-delivery systems are discussed. |
SALE
1000 Professional Presentations
Through the use of presentation software and guided practice,
the student develops the skills and confidence necessary to
make business presentations (oral and visual) to groups of all
sizes. |
| Semester
Two |
SALE
1001 Introduction to Sales
Students learn about organizational and customer structure,
prospecting basics and motivation; types of sales positions
and the basic knowledge required in the sales field. |
MRKT
1002 Business to Business Marketing
This course focuses on Business to Business marketing concepts
(introduced in Introduction to Marketing), and the issues of
buyer behaviour within the business environment. With this knowledge,
students will look at various market research methods that focus
on successful market planning. |
COMP
1001 Introduction to Computers 2
This course provides Business Sales students with advanced
skills in constructing spreadsheets using Microsoft Excel,
developing databases using Microsoft Access and Windows. Student
will solve problems and automate tasks encountered in the
daily business environment.
|
ACCT
1003 Introduction to Financial Accounting
This course helps the student understand the basic principles
of accounting. Understanding simple financial statements and
learning how financial statements are used as a tool for management. |
SALE
1003 Writing for Sales
This course builds upon skills already developed through the
communications course. Emphasis will be placed on developing
these skills through practice, focusing on sales letters,
persuasive documents, reports and proposals.
|
| Semester
Three |
PRAC
2035 Sales Practicum 1
In a team environment, students will use learned skills including
event planning, phone prospecting, development of promotional
material, display design, set-up and operations as well as customer
follow up. During this course, each student will complete a
minimum of three coordinator-approved job shadows. This course
will require each student to balance personal and team responsibilities
and manage their time. |
COMP
2000 Customer Relationship Management
Students will develop knowledge of Customer Relationship Management
using current technologies for efficient and successful relationship
development and maintenance. |
SALE
2002 Transactional/Solution
Sales Calls 1
Students participate in selling role-plays that are broken down
into case studies. Each case will present the student with a
product, customer profile and buying situation. Transactional
Selling will emphasize the salesperson’s use of a price
list, phone scripts and follow up. Solution Selling will allow
the student to develop customer relationship skills as well
as problem-solving skills, phone script creating and making
committee presentations. Role-plays are mandatory and important
for skill development. |
SALE
2003 Strategic Planning
Students learn to develop strategies for transactional and solution
selling. Students are required to do a thorough client research,
understanding their behaviour styles and job function to aid
in the management of the sales process. Emphasis will be placed
on enhancement of writing skills. |
SALE
2004 Sales Call Preparation
The students will learn to ask questions that probe and uncover
the buyers’ needs and challenges. In addition to questioning
skills, the student will also develop a further understanding
of the buying behaviour, and how the decision process is developed.
Students will also be involved in preparing for the call by
using sales materials, organizing questions, looking for closing
signals and being prepared to handle objections. |
SALE
2005 Business-to-Business Presentations
Students will have a opportunity to learn how to build a successful
business presentation. Skill sets include: preparation –
how to use visual aids to enhance the presentation, to capture
your buyers attention, and gain commitment from the buyers;
how to handle questions; and the use of visual aids to enhance
the presentation. The student will have the opportunity to deliver
a business presentation through a role-play situation. |
MRKT
2000 Marketing Channels
Building on the knowledge from Business-to-Business Marketing,
students will develop an understanding of integrating channels
to fit the interrelationships of power, conflict, and strategic
planning within business enterprises. Costs of transactions
using make or buy decisions and analysis will define the proper
balance of channels for a successful integrated marketing approach. |
| Semester
Four |
PRAC
2036 Sales Practicum 2
Building upon the practical foundation from Sales Practicum
1, students will gain experience within a team environment to
develop team directions, personal initiative and self-development.
During this course, each student will complete a minimum of
three coordinator-approved job shadows focused within their
desired industry. |
COMP
2001 Computers/Multi-Channel Presentations
This course presents students with a basic understanding of
web page design and creation using HTML, by developing their
own self-promotion web site for their employment search, which
will include their resume and PowerPoint presentation. |
SALE
2008 Transactional/Solution Sales Calls 2
Students will further develop the skills needed to make a successful
sales call. Topics will include call preparation, rapport-building
negotiations, phone calls and follow-up communication with the
customer through role-play situations. |
SALE
2009 Management Communications
Students will strive to produce professional documents that
would be used in executive communications. Writing skills will
be developed to handle in-depth and complex documents such as
formal proposals, marketing/sales implementation packages. Student
will spend time refining cover letters and resumes. |
SALE
2010 Time and Territory Management
The student learns to analyse their time in order to develop
and profit in a given territory. In addition, students will
also learn the process of negotiations including the different
phases involved in the process, and how to build a win-win situation
quickly and effectively. |
| SALE
2011 Business Presentations
The student brings together the many concepts they have learned
to make dramatic successful presentations to an executive
management. The course focuses on giving executive-style presentations.
|
MRKT
2001 Marketing Strategy
Using a variety of methods such as lectures, teamwork, simulations
and case studies, students will develop an integrated marketing
plan using various channels and decision-making strategies focused
on successful produce/service launch. |
INTIN
2007 Sales and Marketing Internship
The Internship is a mandatory component of the Business Sales
and Marketing program. Each student is responsible for finding,
submitting for approval, contacting, attending and documenting
a month-long Internship at the end of the last semester. This
will include research reports, approval submissions, progress
updates and the review of the Internship. Students develop an
understanding of the job and the interview process with their
chosen industry. |
