Business Development and Sales

Ontario College Graduate Certificate | Code: 1455

Please note:

Students in this program are required to bring a mobile device that meets minimum specified requirements.

This is an eText program. Learn about our eText initiative.

About the program

Some of the largest and most innovative brands in the business world, like Google, Apple and Facebook, are sustained by massive sales machines. Good salespeople are expert communicators, passionate problem-solvers, and the engine behind a company's success. The Business Development and Sales Graduate Certificate program prepares graduates for a dynamic career in business-to-business sales of products, services and ideas. Students learn the guiding principles of professional selling and complex negotiations, as well as strategies for customer relationship management and strategic account management success. Courses in finance, communication, and business-to-business marketing ensure a strong foundation while courses in sales technology and social selling address the leading edge of the profession. Students will learn how to approach the multi-dimensional world of business development in organizations. The program provides opportunities for students to practice their selling and business development skills in ongoing live roleplays and real-world case studies.

Conestoga College is an Accredited Partner of the Canadian Professional Sales Association (CPSA). This program is accredited by the CPSA Institute as providing all 35 hours of pre-requisite education toward the Certified Sales Associate designation, the first level of the Graduated Certification Framework. Students successfully completing this program can earn their Sales Certificate from the CPSA Institute. Learn more about the CPSA Institute professional designations.

This program is offered in full-time and part-time delivery.

Program information

All courses must be completed within 5 years of acceptance into the program.

Admission requirements

  • A two- or three-year diploma or a degree from an accredited college or university.

    OR
  • Relevant work experience in the area of business development and sales.

Note re: admission requirements

  • Applicants possessing degrees/diplomas from institutions where the language of instruction was not English will be required to provide test scores as evidence of their English language proficiency. Test scores, if required, would be a minimum of TOEFL iBT 88; IELTS 6.5 with no bands less than 6.0; CAEL 70 with no sub-test band scores less than 60; PTE Academic 58; Conestoga English Language Test (CELT) Band 6; or equivalent scores in other recognized standard tests of English.

Admission procedures

  • Submit a completed Conestoga College Program Application Form.
  • Attach proof of Admission Requirements.
  • Final selection is made following an assessment of the admission requirements.

Program requirements

Students in this program are required to bring a mobile device that meets minimum specified requirements.

This is an eText program. Learn about our eText initiative.

Graduate opportunities

Students will be prepared to work in a wide variety of industries and organizations in roles such as Sales Representatives, Account Managers, Outside Sales Representatives, Account Executives, Inside Sales Representatives, Sales Consultants, and Sales Managers. Insurance, high tech and advanced manufacturing are major employers within the field.

For more details on related occupations, job market information and career opportunities, see the Government of Canada website: https://www.jobbank.gc.ca/home

Program outcomes

  • Conduct research required for prospecting, needs analysis, and development of Features
    Advantages and Benefits (FABs) for optimal value creation in order to overcome objections and handle negotiations for closing the sale.
  • Communicate effectively, orally and in writing, as required in a business and technical environment
  • Prepare and deliver a sales presentation based on an analysis of customer strengths and needs
  • Develop strategies to create, assess, and execute business development opportunities.
  • Develop strategies to establish and maintain working relationships with clients, which strengthen their loyalty to his/her organization
  • Evaluate results of business-to-business marketing activities using criteria related to forecast sales, costs, profits and other identified objectives.
  • Conceptualize, develop and implement a sales plan to support business-to-business marketing activity.
  • Use technology relevant to the sales function to manage accounts and customer relationships.
  • Construct plans for strategic account management including how to approach key accounts, territory management and category management.
  • Complete business sales projects in alignment with business ethics, corporate social responsibility and industry standards in order to develop professional attitudes and behaviours
  • Contribute to the development and support of a business-to-business marketing plan to support sales activity.

Program related resources

Program contact

Continuing Education
Upcoming Registrations

Mark your calendar for our upcoming registration dates, so you can plan your future.

Winter Registration: Opens November 1, 2021
Spring Registration: Opens February 7, 2022