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Overview
This 38-hour course on Corporate Sales Management Strategies thoroughly explores the fundamental concepts of selling from a Canadian perspective. Specifically, it covers essential topics such as leadership and management, business communications strategies, negotiating skills, digital marketing principles, and corporate sales strategies.
Furthermore, the course delves into state-of-the-art management and sales techniques, which are presented in a practical “how-to” format. In addition, it integrates technology and social media into selling, while featuring real-world examples, industry perspectives, sales management applications, exercises, role-plays, and case studies. Overall, this comprehensive approach ensures a robust understanding of corporate sales management.
| Module | Hours |
|---|---|
| Leadership and Management | 5 |
| Business Communications Strategies | 5 |
| Negotiating Skills and Strategies | 5 |
| Digital Marketing Principles | 5 |
| Corporate Sales Strategies | 9 |
| Account Management Strategies | 9 |
Leadership and Management [ 5 hours]
- Explain what leadership is and on what bases of power leaders influence others
- Describe the early trait and behavioural theories of leadership and their limitations
- Explain how contingency models of leadership enhance our understanding of effective leadership and management in organizations
- Compare and contrast visionary leadership
- Explain how gender, culture, and emotional intelligence affect leadership effectiveness.
Business Communications Strategies [ 5 hours]
- Discuss the salesperson’s communication process.
- Define and demonstrate the importance of recognizing and using nonverbal communication when selling.
- Discuss how appearance and handshaking can enhance communication.
- Recognize potential barriers to communication.
- Recognize the importance of empathy and listening to communication.
Negotiating Skills and Strategies [ 5 hours]
- Explain why you should welcome a prospect’s objections.
- Describe what to do when objections arise.
- Discuss objections and the sales process.
- Explain six major categories of objections.
- List techniques for meeting objections.
- Describe what to do after meeting an objection.
- Understand how to deal with difficult customers.
- Explain the process of negotiating with a win–win outcome.
Digital Marketing Principles [ 5 hours]
- Explain the unique online approaches used in marketing communications.
- Describe social media marketing.
- Outline the main social networks and tools used in social media marketing.
- Summarize the best practices associated with the creation and monitoring of social media programs.
- Explain mobile marketing and its approaches.
- Describe the tools involved in mobile marketing.
- List the best practices and regulations that guide mobile marketing.
Corporate Sales Strategies [ 9 hours]
- Identify the distinguishing characteristics of industrial, reseller, government, and non-profit markets and how they are measured
- Describe the importance of content marketing to business-to-business (B2B) marketers
- Explain which key characteristics of organizational buying make the process different from consumer buying
- Describe how buying centers and buying situations influence organizational purchasing
- Outline the process of business segmentation
- Explain the growing importance of the approaches to online buying for industrial, reseller, and government markets
Account Management Strategies [ 9 hours]
- Explain what leadership is and on what bases of power leaders influence others.
- Describe the early trait and behavioural theories of leadership and their limitations.
- Explain how contingency models of leadership enhance our understanding of effective leadership and management in organizations.
- Compare and contrast visionary leadership.
- Explain how gender, culture, and emotional intelligence affect leadership effectiveness.
Finance Options Available
Heritage Community College offers a variety of financial aid opportunities to ease students’ stress and allow them to focus on their studies. If you need extra support, we have flexible funding to accommodate all our students, no matter their financial situation.
- BC Student Loan
- Scholarships
Our dedicated Financial Aid Officers will help you every step of the way.
Payment Methods
E-Transfer
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Send the payment via email using INTERAC e–Transfer to payments@hccbc.com Please include your Full Name and Student ID in the Message.
PayMyTuition Customer Support Information
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For assistance, call 1.855.663.6839 (toll-free) or contact us through your local country contact numbers.
You can also reach PayMyTuition Support at support@paymytuition.com or via their support page. Furthermore, our dedicated customer support team is available 24/7 via live chat, email, and phone to help you with your payments.
You can also reach PayMyTuition Support at support@paymytuition.com or via their support page. Furthermore, our dedicated customer support team is available 24/7 via live chat, email, and phone to help you with your payments.
Additional Resources for Paying Tuition Fees
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