CRM400 - CRM and Selling

Outline information
Semester
Schools offering this subject
Last revision date Jun 3, 2019 12:26:56 AM
Last review date Jul 15, 2019 12:15:04 AM

Subject Title
CRM and Selling

Subject Description
This course is designed to provide students with the essential skills required to be a sales professional in a Business-to-Business (B2B) environment.  The course will explore computer and communication technologies as they apply to business-to-business selling and will provide an introduction to the use of customer relationship management (CRM) and web selling.  Students will develop their skills by creating a detailed step-by-step sale simulation of a product or service using a consultative approach and creating a win-win environment for both the prospect and the seller delivered via YouTube.

Credit Status
Once credit.

Learning Outcomes
Upon successful completion of this subject the student will be able to:

Upon successful completion of this subject the student will be able to:

  1. Explain the steps in the sales process and their application in a B2B environment.
  2. Apply customer relationship management (CRM) in sales.
  3. Apply communication styles to support a business/sales relationship and setting communication goals.
  4. Plan a needs discovery assessment by using technology applications.
  5. Develop strategies that overcome the challenges in sales, support a solution-based environment, and draw on current research.
  6. Use negotiation skills to uncover buying objections and reduce risks in closing a sale.
  7. Apply several methods of closing a sale to create a win-win environment for the seller and the client.

Essential Employability Skills
Communicate clearly, concisely and correctly in the written, spoken and visual form that fulfils the purpose and meets the needs of the audience.

Respond to written, spoken, or visual messages in a manner that ensures effective communication.

Use a variety of thinking skills to anticipate and solve problems.

Locate, select, organize, and document information using appropriate technology and information systems.

Analyze, evaluate, and apply relevant information from a variety of sources.

Show respect for diverse opinions, values, belief systems, and contributions of others.

Interact with others in groups or teams in ways that contribute to effective working relationships and the achievement of goals.

Manage the use of time and other resources to complete projects.

Take responsibility for one's own actions, decisions, and consequences.

Academic Integrity
Seneca upholds a learning community that values academic integrity, honesty, fairness, trust, respect, responsibility and courage. These values enhance Seneca's commitment to deliver high-quality education and teaching excellence, while supporting a positive learning environment. Ensure that you are aware of Seneca's Academic Integrity Policy which can be found at: http://www.senecacollege.ca/about/policies/academic-integrity-policy.html Review section 2 of the policy for details regarding approaches to supporting integrity. Section 2.3 and Appendix B of the policy describe various sanctions that can be applied, if there is suspected academic misconduct (e.g., contract cheating, cheating, falsification, impersonation or plagiarism).

Please visit the Academic Integrity website http://open2.senecac.on.ca/sites/academic-integrity/for-students to understand and learn more about how to prepare and submit work so that it supports academic integrity, and to avoid academic misconduct.

Discrimination/Harassment
All students and employees have the right to study and work in an environment that is free from discrimination and/or harassment. Language or activities that defeat this objective violate the College Policy on Discrimination/Harassment and shall not be tolerated. Information and assistance are available from the Student Conduct Office at student.conduct@senecacollege.ca.

Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Accessibility Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.