Course Description

Today’s customers are sophisticated buyers with access to plenty of information to make an informed buying decision, which can pose challenges to new or small business owners. This course is designed for individuals interested in running their own business who wish to attract leads and convert them into customers. Students will examine the elements of the marketing mix and how they apply to traditional and digital spaces, lead acquisition tactics and how to use personal selling and communications to create trust, overcome buying objections and create loyal customers.

Course Details

By completion of this course, successful students will be able to:

  • Describe how to collect competitive intelligence to assist with marketing and sales functions
  • Identify how to market and promote the small business to create new leads
  • Recognize the difference between marketing and selling, and how to integrate both disciplines to generate revenues
  • Evaluate the sales process, alternative approaches to personal selling and how personal selling is a marketing tool
  • Create a strategic plan that addresses buyer behaviour, communication planning, and strategic prospecting
  • Plan sales scripts and presentations which establish trust, overcome objections and earn commitment
  • Expand customer relationships and assess customer satisfaction
Enrol Now - Select a section to enrol in
Online Asynchronous
Apr 02, 2024 to May 20, 2024
Delivery Options
Course Fees
Flat Fee non-credit $529.00
Reading List / Textbook
Title: BMC 373 - Marketing and Sales for Entrepreneurs
Publisher: NelsonBrain
ISBN: 978-0176911959

This resource is a custom digital ebook. Access may be purchased from the University of Calgary eBookstore.

Section Notes

This course uses Desire2Learn (D2L), an online learning management system. The instructor will post the course outline and other materials in D2L. For more information about D2L, please visit our Online Learning Resources.

Unless notified, all online courses are available at 9 am MT the day before the start date. Students registered on (or after) the start date will receive access within one day of registration.

Students unfamiliar with online learning are encouraged to take our free Digital Skills for Learning Online course.

Unless otherwise stated, notice of withdrawal or transfer from a course must be received at least seven calendar days prior to the start date of the course.

Required fields are indicated by .