Full-time Programs
SALE / SALF - Business Sales and Marketing
Program Entry
SEPTEMBER, JANUARY AND MAY (FAST-TRACK)
Program Length
Two-Year Ontario College Diploma
| Contact: | E-mail: |
|---|---|
| Brad Baragar | bbaragar@loyalistc.on.ca |
On This Page
Highlights
- Double your career options with a combined focus on sales and marketing.
- Gain real-world experience producing client projects for community organizations.
- Explore a range of careers during a common first year, with the option to transfer to another program in the School of Business and Management Studies.
- Prepare for client situations with interactive role-playing.
- Experience time with different sales and marketing businesses through six job shadows, then prove yourself on the job during a one-month internship at the end of classes.
Career Opportunities
Business-to-business salespeople and marketers are needed in a wide range of industries, including: hospitality, medical, pharmaceutical, engineering, food and beverage, health care, computers, telecommunications, advertising, manufacturing, service and industrial/commercial. Positions in large and small companies include account representatives and detailed or non-technical salespeople. Graduates are also prepared for a range of jobs in marketing, including in-house positions developing marketing strategies for manufacturers, wholesalers, retailers and other employers. The training received at Loyalist enables many graduates to move quickly into managerial positions.
Loyalist’s program is modelled on certification standards of the Canadian Professional Sales Association (CPSA). Students in the program receive student membership in the CPSA. Upon completing two years of sales experience, graduates are eligible to apply for their Certified Sales Professional (CSP) designation through CPSA.
Program Description
This intense, interactive program prepares graduates with a blend of marketing knowledge and sales training. Students gain transferable skills in conducting presentations, writing, accounting and time management which are assets any career.
A common first-year curriculum in the School of Business and Management Studies allows students to explore their interests and options. After one year, students have the option to transfer their credits to a diploma in Business Administration, Accounting or Retail Management.
Interactive sales strategies begin in the second year. Hands-on role playing exercises are videotaped and critiqued. Students develop techniques for relationship building, consultative selling, and developing rapport as they learn to pitch both products and concepts. They also gain experience with customer relationship management (CRM) software, an essential business tool to manage sales territories and prospective clients.
An important component of the program involves interaction with employers for job shadowing and project work. Community-based marketing projects with local businesses and non-profit organizations provide opportunities to develop promotional materials for a real-world client. Three mandatory job shadows per semester help students investigate different industries. Students develop the skills to prospect by arranging these placement experiences at their own initiative.
Portfolio development gives students the opportunity to market their own skills and achievements, including certificates and letters of appreciation from community organizations earned during the program. Portfolios can take many forms, from web page design to audio commercials. Managers from the business community conduct simulated job interviews to help students hone their job search skills. Graduates finish the program in a month-long internship, launching their career with valuable work experience, employment references, and possible employment.
Note: Second-year students are strongly advised to obtain a valid driver’s licence in order to complete job shadow placement experiences and progress to their internship.
DOUBLE DIPLOMA OPTION
The Business Sales and Marketing program presents an excellent opportunity to earn two diplomas in three years. Upon completion of a two-year diploma in many other fields of study, you can strengthen your portfolio by adding a Business Sales and Marketing diploma in less than 12 months. Contact the program coordinator for more information.
Approximate Cost
Tuition/Fees: $2,953 (two semesters)
Events, Books and Supplies: $1,200
Consumables Fee: $120
Note: Students must budget for a one-month mandatory internship at the end of their fourth semester, including any relocation expenses, as well as expenses incurred during mandatory job shadows throughout Semesters Three and Four. Job shadows and internships must be approved by program coordinator.
Admission Requirements
(a) Required academic preparation –
- OSSD/OSSGD or equivalent with courses at the general, advanced, (C), (U), (M) or (O) level
- Grade 12 English (C) level or equivalent
OR
(b) Related Experience: Applicants who have significant work-related experience, who are 21 years old as of the first day of classes in the year of admission, may be considered for admission as a mature student. Mature applicants will be considered for entry based on a review of their demonstrated competencies and academic credentials. Students who use a challenge process to gain credit for prior learning are typically admitted directly to Semester Two upon completion of a bridging course.
(c) Transfer of Credit: Applicants with a post-secondary diploma or degree may be eligible for admission directly to Year Two, allowing students to graduate with a Business Sales and Marketing Diploma in just one year. Students accepted to this fast-track program may need to complete bridging courses during a summer semester beginning
in May.
(d) Transfer to Another Program: A core first-year curriculum makes it easy for students to transfer to another program in the School of Business and Management Studies after one or two semesters. With the completion of bridging courses over the summer, students can enter the second year of a diploma in Accounting, Business Administration or Retail Management.
Loyalist / University Transfer
Turn your diploma into a degree. Credit transfer agreements are in place with the following institutions as of September 2008:
- Algoma University College
- Athabasca University
- Davenport University
- Griffith University
- Royal Roads University
- University of Ontario Institute of Technology
Click here for details and minimum requirements. Graduates may contact the university of their choice to make individual arrangements. Informal agreements are in place with other institutions and new transfer agreements are added annually.
Curriculum
First Year - Semester One
SOMS 1000 Step into Business
This course provides an overview of business in the Canadian environment using an integrated model. Topics include: the environment of business (Social, Technological, Economic and Political) as well as functional areas of business (marketing, accounting, finance, production and human resources) and legal and corporate governance information. A semester long group project, will provide students with the opportunity to explore the world of business, create work habits related to researching a company and staying current with what is going on in the business world. Additionally, students are required to complete a review of a business-related biography or company history.
SOMS 1001 Skills for Success
Building on the concepts introduced in PD 101, this course further develops the essential employability skills required to take on the challenges of the workplace.
SOMS 1002 Business Communications/Computer Applications 1
This course develops writing and presentation skills for the workplace with a range of computer skills to facilitate the design, creation and delivery of these business communications. Through a progressive series of writing and presentation tasks, learners use email, memoranda, short reports, individual and group presentations to create focused messages, with appropriately-sourced facts, for a variety of business audiences. Internet and data-base research, basic word-processing, spreadsheeting and presentation software skills support the process.
SOMS 1003 Financial Foundations
Prepare for personal financial success. Discover the world of numbers as they relate to you - credit card debt, financing major purchases, saving and investing, estate planning and taxation. Learn to create and use a budget and prepare a Personal Net Worth statement.
SOMS 1005 Professional Development 101
PD 101 provides the “Right Start” to a College education and the rest of your life. Through a highly interactive, four day workshop/seminar learners are provided with a variety of experiences that will connect them to their program and its related careers, paint a clear picture of their educational journey, outline and strengthen the skills necessary for success at college and in the workplace, provide supportive student resources, and allow them to build relationships with their faculty and fellow students.
SOMS 1009 Intro. to Bus. Sales & Mktg.
First Year - Semester Two
SOMS 1010 Business Communications/Computer Applications 2
Using the skills from SOMS 1002 as a base, this course continues to engage the learner in both individual and group-based writing and presentation tasks to further develop focused communications skills for the workplace, expanding the learner’s repertoire of Internet research, word-processing, presentation software and, particularly, spreadsheet skills to support more in-depth and formal business writing and presentations, using a range of strategies and tools, to larger audiences. Self- and peer-editing, as well as self- and peer-evaluation are an important part of the learning process.
Prerequisite: SOMS 1002
SOMS 1013 Business Now
Moving forward from STEP into Business (SOMS 1000) this course will focus on the analysis business in the Canadian environment using an integrated model. Using a variety of news media and popular culture, the students will gain an appreciation of what is happening in the business world and how it effects business and the market place. Students will work individually and in teams to review, analyze and report current events and trends. Analysis will focus on the environment (Social, Technological, Economic, and Political), strengths and weaknesses of individual firms as well as the competitive forces impacting business today.
SOMS 1012 Teamwork and Leadership
This course examines how people work in groups, develop leadership skills, make choices and decisions in business given ethical dilemmas, work collaboratively on project teams, provide others with feedback, and handle interpersonal conflicts in an assertive way. Students will develop a portfolio of skills upon completion of the course.
SOMS 1019 Discovering our Customers
This course will explore the customer (with focus on Canadian businesses) as our focus. In addition, the course will look at marketing tactics used in business to attract their target customer using case studies. A continued focus will be placed on the understanding of the marketing and sales concept.
SOMS 1030 Bus Sales & Group Dynamics
This course describes group dynamics in business settings and explores the foundation and social patterns that affect group performance - the evolution of groups and their functions as well as the impact on sales and marketing.
Second Year - Semester Three
COMP 2000 Customer Relationship Mngt
Students will develop knowledge of Customer Relationship Management using current technologies for efficient and successful relationship development and maintenance. Effective customer service skills and strategies are also examined to build loyal and happy customers.
MRKT 2000 Marketing Strategy
Take your marketing skills to the next level by focusing on strategies to achieve profitable customer relationships. Gain knowledge of the marketing mix to create strategic marketing plans and then help local business with their exciting projects. "The right product, in the right place, at the right time, and at the right price." Adcock et al Prerequisite: SOMS 1009 or SOMS 1025
SALE 2002 Transactional/ Solution Sale 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 they 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 an 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.
Second Year - Semester Four
INTN 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 Interniship 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.
MRKT 2001 Mrkt Through Portfolio Develop
The opportunity for students to give meaning to their prior learning experiences. The learner will also be able to determine areas that require levels of growth in both personal and career goals. Students will identify personal strengths and weaknesses in key skill areas and develop a plan for obtaining the skills they need. Students will also take a "Me Marketing" approach and apply the four "P"'s of marketing - product, pricing, placement, and promotion - to their portfolio. Prerequisite: MRKT 2000
PLAC 2007 Sales and Marketing Internship (Placement)
Description to come.
SALE 2008 Transactional/ Solution Sales Call 2
Students will further to 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 2010 Time and Territory Management
The student learns to organize their time in order to develop and profit in a givin 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 effectiviely.
SALE 2011 Bus. to Bus. Presentations 2
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 2002 Marketing Tactics
Description to come.
