Program Information

In today’s highly competitive global economy, business success depends on a company’s sales performance. The Lambton College Business Development & B2B Sales, two-year Ontario College Graduate Certificate is a transformative program that sets students apart from their peers within a wide variety of industries seeking to hire top talent to improve their bottom line.

Throughout this highly interactive program, students gain the proven skills and knowledge sales professionals require to master their craft in the world of B2B Sales and Business Development. Core curriculum allows students to effectively communicate throughout the sales process, to negotiate and win more B2B on a local and international level, utilize B2B and social media marketing and apply strategic account management strategies and project management skills to further develop business through strategic alliances with new and existing companies.

Students learn about the importance of corporate social responsibility, as well as equity, diversity and inclusion in Canadian businesses and how to apply these concepts to their research and in their workplaces. Other key topics include utilizing state of the art computer tools for preparing data for
business analysis, managing qualified prospects and existing accounts, understanding financial concepts and interpreting data to build dynamic sales plans. As a culmination of program learning, students complete a comprehensive, real-world Business Development and B2B Case Study.

This Lambton College program is licensed to and delivered by Queen's College (PDF), a licensed private career college in Mississauga, Ontario. Students that are registered at Lambton in Mississauga are students of a public college and as such, will receive full credit from Lambton College for all Lambton College courses completed at the Queen's College campus in Mississauga. Students who meet program graduation requirements will graduate with a credential from Lambton College. Students may be scheduled to have classes on Saturdays.

See Course List

Admission Requirements

A university degree.


The admissions process is competitive and meeting the minimum academic requirements does not guarantee admission.

Lambton College reserves the right to alter information including admission requirements and to cancel at any time a program or course; to change the location and/or term in which a program or course is offered; to change the program curriculum as necessary to meet current competencies or changes in the job market; to change the pathways third-party certification bodies; or to withdraw an offer of admission both prior to and after its acceptance by an applicant or student because of insufficient applications or registrations or over-acceptance of offers of admission. In the event Lambton College exercises such a right, Lambton College’s sole liability will be the return of monies paid by the applicant or student to Lambton College.

English Language Requirements

Applicants must demonstrate language proficiency by submitting one of the following scores:

  • IELTS of 6.5
    - or -
    IELTS of 6.0 + Completion of EAP-3106 (English for Academic Purposes) during first term of study.
  • TOEFL iBT 79
    -or-
    TOEFL 70 + Completion of EAP-3106 (English for Academic Purposes) during first term of study.
  • Passed Lambton Institute of English placement test 

Please Note: IELTS is the only proficiency score accepted by the Study Direct Stream (SDS) program. Additional country-specific requirements may also be applicable.

Meeting the minimum English requirements does not guarantee admission. Students with higher English proficiency scores will receive priority in the admission assessment process.

Not all students will qualify for EAP-3106 in place of the required IELTS or TOEFL test scores.


Technology Requirements

In order to keep pace with the requirements of each and every course in your program, Lambton College recommends that each student have access to a laptop while studying at our college.

Course List

BDS-1003: Business Development vs. B2B Sales in Canada

BDS-1023: Canadian Business Communications

BUS-1883: Business Analytics

Strong computer skills are essential to finding Canadian employment in management and administration. This course provides students with resources and guidance to develop skills in Microsoft Office Excel and apply data processing and data analysis to Canadian and real-world business scenarios. Students develop skills in time management, self-discipline, and having an eye for detail by strengthening their ability to read and follow written instructions. Business Analytics is a course delivered using practical hands-on applications in the computer lab, utilizing student self-assessments, and online resources all designed to provide flexibility in learning. This course prepares students for further opportunities to apply their spreadsheet and data processing skills and expand upon them as they continue in their areas of study.

MKT-1143: Marketing Fundamentals

This course introduces students to the foundations of successful marketing and prepares them for advanced marketing courses. The emphasis is on learning and applying marketing concepts in an ever-changing Canadian business environment that is becoming more global in nature. Topics covered include the following: understanding the marketing environment, consumer and business behaviour, marketing intelligence, and the design and implementation of effective marketing strategies and marketing mix elements.

ACC-3083: Introduction to Managerial Accounting

The managerial accounting course provides students with skills to become highly effective in environments where quick decisions are required. Students learn to use financial information to make quick strategic decisions including how to use data to evaluate the effectiveness of current operations. Learning to maximize the profitability of operations, students prepare and interpret financial statements and key performance indicators that drive decision making. Topics covered in this course include cost management, analysis of financial performance, relevant costing techniques, budgetary planning and control for a business enterprise.

SCU-3603: Introduction to Canadian Culture

BDS-1013: Corporate Social Responsibility - A Canadian Perspective

MKT-3403: Selling

This course is designed to provide students with an introduction to professional selling and the skills required to find success in relationship building and sales. Students are introduced to the many career alternatives available as well as the day-to-day expectations of a successful salesperson. The focus is to assist students develop their personal brand and strengthen their presentation, communication, and negotiation skills through role-playing, simulations, and applied learning exercises. Both traditional and digital prospecting methods are explored, along with the application of effective discovery, proposal creation, and problem resolution strategies, all in support of creating a customer relationship built on trust. Topics include goal setting, planning, time management, sales analytics, key performance indicator analysis, and customer relationship building. Students apply their learning in a simulated, professional business-to-business sales environment.

MKT-4313: Business to Business Marketing

This course introduces students to the unique dynamic of business-to-business marketing and how it differs from business-to-consumer marketing. Students will understand the characteristics of a business consumer by analyzing the business-to-business environment, and reviewing organizational buying and buyer behaviour. Effective business-to-business marketing skills will be forged through the analysis of business strategy, market research, segmenting, targeting and positioning, understanding the needs of the business buyer, pricing, selling, branding and communicating in a business-to-business setting.

MKT-1103: Social Media Marketing

This course explores online marketing tools and tactics, such as social media, email, digital advertising and content marketing, that businesses can use to build a profitable relationship with their customers. Students engage in simulated social media, email and digital advertising campaigns to gain a better understanding of how to use these tools in their marketing efforts. Along with learning about digital and social media marketing, students learn general principles of marketing that are key for every business, regardless of industry or size: identifying who your customers are; understanding what needs they have that you are uniquely able to serve; creating a brand voice that speaks to them; identifying who your competitors are; deciding how to differentiate your offering from theirs; and creating a plan for engaging customers across social media and digital advertising platforms.

BUS-1603: Entrepreneurial Mindset

This course introduces students, through a Canadian lens, to the development of an entrepreneurial mindset. The ability to think like an entrepreneur and act like an innovator are critical skills for success across industries and are proven tools to help distinguish individuals in the workplace. Whether applied in a start-up company, or as an employee within an existing organization (intrapreneurship), learners develop knowledge on how to navigate barriers to creating, developing, and sustaining innovative new initiatives. Topics related to the development of resilience, focus, productivity, creativity, and success are introduced to support learners in building their own entrepreneurial capacity.

CPS-1001: Co-Op Preparation and Success

This course provides students with an introduction to work-integrated learning paths (Co-op and WIL Project) and assists with the preparation for successful transitioning from the classroom to the professional workplace. Students are introduced to the services and support systems available through the Co-op and Career Services Department as well as the Work Integrated Learning Policy. The process of career planning and development is introduced with a focus on the design of preliminary job search strategies. Emphasis is placed on valuable self-assessment and reflection that allows for skills discovery and personal development. Topics including teamwork, interpersonal expectations, intercultural communication as well as navigating conflict in the workplace are introduced to assist in the development and enhancement of in-demand soft skills. Learners will develop marketing materials including a cover letter and resume, and practice interview techniques.

FIN-1013: Financial Analysis and Budgeting

This course is an introduction to the essentials of financial management with a view for wealth maximization of a business enterprise. Topics covered in this course include the following: analysis of financial performance, cost-volume-profit analysis, financing alternatives and costs, management of working capital, budgeting, and capital investment decisions.

MKT-4103: Customer Relationship Management Tools

This course examines the principles, methods and strategies of customer relationship management (CRM) and effective customer interaction that creates a competitive advantage. CRM manages a company's interaction with current and potential customers by using data analysis about customers' history with the company to improve business relationships with customers. This improves customer retention and drives sales growth. An emphasis is placed on assessing customer needs and improving the organization's ability to meet those needs. The course looks at how to develop and implement a CRM strategy which uses systems to compile data from a range of different sources including a company's website, social media, telephone, email, chat bots and live chat. Through CRM, businesses learn more about their target audiences and how to best meet their needs. An emphasis is placed on identifying, interacting and retaining and maximizing profitable customers through customized products and services based on information derived through metrics, establishing customer loyalty and improved target marketing.

BDS-2003: Internal and External Negotiations

MKT-4303: Strategic Sales Management

This course will explore the key concepts in Strategic Sales Management like Account Management, Territory management and Category Management. Students will learn how to estimate/forecast potential sales. By the end of the course, students will be able to apply the concepts integrating the sales planning process to the strategy of the company, by bridging the gap between strategy and sales.

BAM-1013: Project Management for Canadian Business

This course introduces students to the essential logical flow of project management concepts, tools and techniques that can be immediately applied in the Canadian workplace. Students will review different project management case studies and generate a summary report of all the key skills required to be an effective project manager. Students will gain more experience with indemand skills that employers seek in MS Office (Word, Excel), scheduling software, document management, and record keeping, management of meetings, budgeting, and communications.

BDS-2013: International Business Expansion

BDS-2023: Business Development and B2B Sales - Capstone

CPS-2001: Co-Op Preparation and Success

This course enhances the foundational concepts learned to effectively engage in an active job search, develop networking strategies, and fine-tuning a cover letter, resume and interviewing techniques. As learners embark on the transition from student to professional employee, the course introduces learners to and supports them in demonstrating key employability skills to be successful in their work-integrated learning experience. Topics include professional and interpersonal expectations and competencies in the workplace, as well as workplace communications skills for success. Students will develop a strong foundation for career planning decisions with an emphasis placed on investigating and analyzing personality self-assessments, career goals and planning.

CPL-1049: Co-Op

Co-operative education provides students with the opportunity to apply classroom learning to the workplace, undertake career sampling and gain valuable work experience that may assist students in leveraging employment after graduation. For further information regarding co-op, please refer to: https://www.lambtoncollege.ca/co-op_and_career/

Program Maps

Current Students

Current students can view program maps from previous years on the mylambton website. 

You will need to login with your C# and password in order to access your program map.

Employment Opportunities

Career positions may include, but are not limited to:

  • Account Sales Representative
  • Sales Engineer - Technical Support
  • Technical Support Specialist - Wholesale Trade
  • Technical Sales Representative
  • Business Development Representative
  • Software Sales Representative
  • Construction Equipment Sales Representative
  • Medical Instrument Sales Agent

For more information, please contact the appropriate campus:

Sarnia/Main Campus
international@lambtoncollege.ca
Toronto
416-485-2098
lambton@cestarcollege.com
Mississauga
905-890-7833 x 222
lambton@queenscollege.ca
Back to Top