Professional Selling (MKTG 2004)

Students study the sales process as it applies to the successful selling of both goods and services to organizations. Students explore and practice each step in the sales process through hands-on interactive activities. The focus of this course is on building long-term, mutually beneficial relationships established through trust and ethical decision making.
Course code: MKTG 2004
Credits: 3.0
Length: 45.0 hours
Course outline: view https://www.vcc.ca/vccphp/courseoutline?subject=MKTG&number=2004

Schedule †

Course dates and times may vary throughout the term. Select the CRN number below to see a full schedule.
CRN # Dates Day/Time/Location Instructor
41052January 6, 2025
to April 17, 2025		  See full schedule
  Delivery: In Person
  Location: VCC Downtown Campus		Kuch, David
42412January 6, 2025
to April 17, 2025		  See full schedule
  Delivery: In Person
  Location: VCC Downtown Campus		Kuch, David

Additional Information

  • Overview of Personal Selling
  • Building Trust and Sales Ethics
  • Understanding Buyers
  • Communication Skills
  • Strategic Prospecting and Preparing for Sales Dialogue
  • Negotiation
  • Sales Dialogue: Creating and Communicating Value
  • Addressing Concerns and Earning Commitment
  • Expanding Customer Relationships
  • Adding Value: Self Leadership and Teamwork
  • Sales Management and Technology
  • B2B Sales
  • B2C Sales

This course is offered as part of a VCC program only.

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† 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.