Students in this course study strategic selling principles and techniques, as well as revenue generation through sponsorship and fundraising. Students develop skills required for planning, making sales calls, and providing follow-up to clients. Major topics include strategic selling principles, prospecting, building relationships, conducting sales meetings, delivering sales presentations and dealing with objections and closing the sale. Emphasis is placed on developing confidence and professionalism in the selling interaction and enhancing the students' communications, listening, presentation, team participation, and problem-solving skills.
Students registering for credit courses for the first time must declare a program at the point of registration. Declaring a program does not necessarily mean students must complete a program, individual courses may be taken for skill improvement and upgrading.