In today's highly competitive market an effective sales approach is important in every industry. In this course students will design a business-to-business sales presentation by defining customers needs, explaining the value customers receive from the organization, and practicing approaches to reach a joint purchasing agreement with clients. This course will focus on the theory and practice of personal selling used by organizations to build long term business relationships.
Student Learning Outcomes
- Define personal selling characteristics and practice personal selling style.
- Distinguish between traditional and trust-based relationship selling
and apply the steps of the selling process.
- Explain the importance of sales ethics and practice scenarios.
- Define types of buyers and apply style flexing while role playing.
- Explain buying teams and member roles as it applies to an organizations
- Utilize various sales tools and their applications in the selling process.
- Practice active and effective listening.
- Interpret the different forms of verbal and nonverbal communication used in the sales process.
- Research the importance of networking.
- Define your customers business.
- Understand customer complaints and resolution methods and apply to the
- Develop and present the business-to-business (B2B) sales presentations
through research, building rapport, determining needs, demonstrating, trial closing, clarifying questions and objections, professional closing techniques, follow-up and use of relationship selling techniques.
Please see eServices for section availability and current pre-req/test score requirements for this course.