Courses
Automotive Sales-2024/2025
| Level 1 | ||||
| Take all of the following Mandatory Courses: | ||||
| MGMT-6031 | Ethics, Social Resp & Sustainability | 3 | ||
| Today's manager faces unique challenges and must satisfy a diverse set of stakeholder needs, globalization challenges, environmental, social, ethical and economic issues along with an increased demand for accountability, transparency and ethical decision-making. This course will assist the learner to recognize and prepare for present and future responsibilities that have dramatic impact on how we strategically manage ourselves and our businesses. | ||||
| MGMT-6166 | CRM Enabled Selling | 3 | ||
| In this course, students will be taught and have the opportunity to practice their professional selling skills. Students will demonstrate their awareness of buyer behaviour their ability to organize and present an effective sales presentation based on various client profiles. Through a series of scenario-driven exercises, students will practice skills and attitudes essential to a successful salesperson. Students also learn the benefits of using CRM software to support the selling function. | ||||
| MGMT-5050 | New Media Marketing | 3 | ||
| This course will explore the changes taking place in present day marketing such as audience fragmentation, convergence, shifts towards consumer control, engagement, and an increasingly mobile and multi-tasking audience. Specific topics will investigate the use of marketing via email, mobile applications, digital/satellite television and related technologies, the internet, advergaming, social media (Blogs, YouTube, Social Networking sites), as well as the privacy/security/legal issues that relate to these items. | ||||
| DEVL-6031 | Workplace Expectations in Canada | 3 | ||
| In this course students will develop a deeper understanding of essential employability skills needed to progress throughout their career in the automotive industry in Canada. Students will focus on further developing and refining their professional resumes, developing a professional image using such tools as networking and social media, and understanding the role a mentor can play in their career, and how to effectively lead a team. Students will also study various leadership theories and practices, culminating in a final presentation. | ||||
| LAWS-6047 | Automotive Law & Regulations | 3 | ||
| This course introduces students to the legal responsibilities involved in working in automotive sales, with a focus on the regulatory laws that govern the industry. Students will study the specific laws that pertain to trading, selling, and purchasing vehicles. This course identifies the laws and regulatory contexts of both automotive dealerships and the aftermarket industry. The course introduces the students to levels of law and regulation in Canada as a whole. | ||||
| AUTO-6001 | Automotive Sales Technology Trends | 3.5 | ||
| This course introduces students to the current and emerging technologies in the automotive industry. Students will learn about automotive history, current safety standards, and emerging technologies relating to vehicle safety, emission standards, and new sources of fuel. The course will provide students with a comprehensive knowledge of automotive systems and major vehicle components, enabling students to confidently guide clients through their decision- making process. Students will discuss laws governing safety standards, emission controls, and vehicle repair. During the lab component of the course, students will get hands-on exposure to vehicle systems, including safety, entertainment, and controls. Focus will be given to the technologies that most effect sales strategies, including environmental impacts and safety. | ||||
| Level 2 | ||||
| Take all of the following Mandatory Courses: | ||||
| MGMT-6170 | CRM Enabled Sales Management | 3 | ||
| Students will learn strategic and consultative sales models to develop and manage customer relationships effectively as they relate to Business-to-Business (B2B) environments. Students will study current sales management issues, such as territory and time management, value-added selling, social selling, funnel management, prospecting and qualifying sales leads, sales compensation and incentive systems, sales training and effective sales presentation methods. | ||||
| MKTG-5006 | Marketing Management | 3 | ||
| Marketing is more than just advertising and sales. Marketing is a multi-disciplinary process that facilitates exchanges of value between organizations and their clients and customers. Effective management of the marketing function provides unique challenges for all organizations. This course provides an overview of the decisions managers face as they develop and execute marketing plans. Recent trends impacting strategies and tactics will be addressed. Students will work in groups to design a marketing plan to address the objectives of an organization. | ||||
| MGMT-6165 | CRM Tools & Technology | 3 | ||
| This course will focus on providing students with an understanding of different CRM Architectures. Students will learn the major factors involved with assessing technology requirements and implementations. Through hands-on activities students will develop the knowledge to use, integrate and manage CRM technology to support many sales and marketing processes. | ||||
| MKTG-6038 | Personal Brand Business Planning | 3 | ||
| Personal Brand Business Planning for Automotive Sales : In this course, students set goals related to their personal brand and their sales targets and create a business plan to support the achievement of those goals. Students apply new media marketing tools to develop their personal brand in the automotive sales industry. Focus will be on the development of media such as a personal website, business documents including cards and signage, and effective social media channels. | ||||
| AUTO-6002 | Truck, Coach & Agri Sales Tech Trends | 2.5 | ||
| Current and Emerging Transportation Technologies for Truck & Coach and Agricultural Sales: In this course, students learn about standard and emerging technologies in the truck & coach and agricultural industries, and practice describing products and answering consumer questions. During the lab component of the course, students get hands-on exposure to relevant truck & coach and agricultural technologies. Focus will be given to the technologies that most affect sales strategies, including environmental impacts and safety features. | ||||
| MGMT-6183 | Key Account Development | 3 | ||
| Key Account Development for Automotive, Truck & Coach, and Agricultural Sales: This course focuses on how to recruit key stakeholders and strategically manage existing sales accounts within the transportation sector. Students will identify and research key account stakeholders in the automotive, truck & coach, and agricultural sales industries, and develop strategies to engage and retain those account stakeholders. | ||||
| MKTG-6039 | Advanced Automotive Sales Techniques | 2 | ||
| Advanced Automotive Sales Techniques : This course uses case studies and a live client opportunity to allow students to apply and build upon their sales and marketing techniques in the context of the automotive sales sector. Through practical application, students develop and refine their listening, time management, and negotiation skills, and cultivate their flexibility and attention to detail. | ||||
| Program Residency | ||||
| Students Must Complete a Minimum of 10 credits in this program to meet the Program Residency requirement and graduate from this program | ||||