This 38-hour course on Retail Sales Management Strategies at Heritage Community College explores the basic fundamentals of selling from a Canadian perspective. The course provides a foundation for understanding the selling process, including leadership and management, business communications strategies, negotiating skills, digital marketing principles, corporate sales strategies, and account management strategies. Additionally, it covers state-of-the-art management and sales strategies, practices, and techniques in a practical “how-to” fashion. The Retail Sales Management Strategies course integrates technology and social media in selling, featuring real-world examples of sales management professionals, industry perspectives, sales and management applications, exercises, role-plays, and case studies.
Attend 90% of all scheduled online module sessions, complete a case study project. Each successful participant will be issued a Heritage Community College Certificate of Completion
- Leadership and Management [ 5 hours]
- Business Communications Strategies [ 5 hours]
- Negotiating Skills and Strategies [ 5 hours]
- Digital Marketing Principles [ 5 hours]
- Retail Leadership Strategies [ 9 hours]
- Retail Sales Strategies [ 9 hours]
Leadership and Management [ 5 hours]
- Explain what leadership is and on what bases of power leaders influence others.
- Describe the early trait and behavioural theories of leadership and their limitations.
- Explain how contingency models of leadership enhance our understanding of effective leadership and management in organizations.
- Compare and contrast visionary leadership.
- Explain how gender, culture, and emotional intelligence affect leadership effectiveness.
Business Communications Strategies [ 5 hours]
- Discuss the salesperson’s communication process.
- Define and demonstrate the importance of recognizing and using nonverbal communication when selling.
- Discuss how appearance and handshaking can enhance communication.
- Recognize potential barriers to communication.
- Recognize the importance of empathy and listening to communication.
Negotiating Skills and Strategies [ 5 hours]
- Explain why you should welcome a prospect’s objections.
- Describe what to do when objections arise.
- Discuss objections and the sales process.
- Explain six major categories of objections.
- List techniques for meeting objections.
- Describe what to do after meeting an objection.
- Understand how to deal with difficult customers.
- Explain the process of negotiating with a win–win outcome.
Digital Marketing Principles [ 5 hours]
- Explain the unique online approaches used in marketing communications.
- Describe social media marketing
- Outline the main social networks and tools used in social media marketing
- Summarize the best practices associated with the creation and monitoring of social media programs
- Explain mobile marketing and its approaches
- Describe the tools involved in mobile marketing
- List the best practices and regulations that guide mobile marketing
Retail Leadership Strategies [ 9 hours]
- Define retailing.
- Understand the role retailers play in the distribution channel and the functions they perform.
- Know the economic significance of retailing in Canada.
- Examine the various career and entrepreneurial opportunities retail offers.
- Discuss different types of decisions retail managers make.
- Understand the meaning of ethics and social responsibility and how they relate to the individual, retailer, and society.
Retail Sales Strategies [ 9 hours]
- Define customer relationship management.
- Examine how retailers determine who their best customers are
- Explore how retailers can build customer loyalty and increase their share of wallet.
- Discuss how customer service can build a competitive advantage.
- Determine the types of activities a retailer undertakes to provide high-quality customer service.
- Review how retailers can recover from a service failure.