MRT193 - Marketing II

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Last revision date Apr 6, 2020 8:29:55 AM
Last review date Apr 6, 2020 8:30:14 AM

Subject Title
Marketing II

Subject Description
This course focuses on the client and provides the background, concepts and skills required by professional salespeople to create customer perceived value.  Students learn how technology-enabled sales practices are leveraged to establish trust-based relationships.  In the course, students use Sales Simulation software to understand how client interactions are managed, created and measured.

Credit Status
One full credit

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

  1. Identify the scope of professional selling in global and local marketplaces.
  2. Describe the process of trust-based selling. 
  3. Discuss how technology and social media are used to support sales goals.
  4. Explain how prospecting and pre-call information gathering is used to discover buyer needs.
  5. Develop sales proposals to address buyer needs.
  6. Communicate the unique selling proposition using selling tools.
  7. Design a post sales follow-up strategy to reduce buyer remorse.
  8. Discuss professionalism and ethical sales practices.

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.

Apply a systematic approach to solve problems.

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: 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 to understand and learn more about how to prepare and submit work so that it supports academic integrity, and to avoid academic misconduct.

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

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.