SAMG2255 Professional Sales Strategies

Course Description

Today's sales professional is involved in building long-term relationships with customers. Students in this course will develop skills which will help them define their customers businesses, learn how to communicate with a variety of peoples styles, and know the sales process from rapport building through follow-up. Upon successful completion of this course students will have mastered the areas of networking, prospecting, time management, self-leadership, sales territory management, and setting sales goals. Students will build upon the skills they developed in Professional Sales Fundamentals.

Student Learning Outcomes

  • Plan and practice the sales process from prospecting through follow-up.
  • Demonstrate prospecting methods, lead generation, and cold calling techniques and apply to the sales process.
  • Develop network through center of influence contact lists, person-to-person contacts, professional organizations, and print and web resources.
  • Practice appointment closing call strategies.
  • Research the use of various sales support technologies.
  • Utilize value propositions and value statements.
  • Write sales proposals utilizing pricing strategies and their appropriate use.
  • Explore sales aids as applied to customer engagement.
  • Define types of buyers resistance and practice methods to overcome.
  • Practice and evaluate sales conversations and flexing techniques for various communication styles.
  • Map sales territory and routes utilizing time management.
  • Practice self-leadership skills.
  • Calculate sales goals, budgets, and practice account management techniques.
  • Study and compare compensation packages.
  • Study and interpret sales representative contract laws.

Prerequisite

Please see eServices for section availability and current pre-req/test score requirements for this course.

3 credits: 3 lectures / presentations, 0 lab, 0 other