MKTG 366 - Business Development

Course Description
Business Development is defined as the creation of long-term value for an organization from customers, markets, and relationships. This course will look at the relationship between traditional transactional sales, relationship selling and the evolution of the Business Development function. Market scanning and analysis, and the identification of potential growth markets, and key customers will be examined. Relationship, customer-centred selling techniques will be developed including relationship building, needs analysis, along with after sales customer care. Managing a sales force is explored including the effective organization of a sales department, forecasting and analyzing sales, recruiting and training a sales force, evaluating performance, and legal and ethical issues within the sales profession.

3 credits

Additional Requisite Information:

Required Materials - A textbook is required for this course. Please refer to current booklist on the SAIT Bookstore website (http://bookstore.sait.ca).
Software Requirements
- Microsoft Office 2007 or higher, and
- One of:
  - Internet Explorer,
  - Mozilla Firefox, or
  - Google Chrome.
Important Notes
- You begin on the listed start date. Your end date is based on the length of the course. You are required to meet any assessment deadlines set by the instructor.
- Due to the groupwork involved with this course, extensions are not available.
- For more information about online learning, contact distance.education@sait.ca.