10104108Business to Business Sales
Course Information
Description
This advanced sales class explores the world of business-to-business selling. Topics explored include Negotiation Skills, Territory Management, Prospecting/Qualifying, Consultative Sales, Trade Show Selling, Relationship Building and Selling in the E-Business Realm. Case studies, role plays and sales exercises will all be practiced to broaden and deepen selling skills. The course is recommended for both new sales professionals and is a perfect refresher or skill-building course for seasoned veterans.
Total Credits
3
Course Competencies
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Develop a product and service mixAssessment Strategiesby reading assigned materials by specified dateby participating in large and small group discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriteriayou analyze the broad view of productyou compare business and consumer productsyou apply the concept of service quality
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Apply continuous improvement strategies to solve marketing problemsAssessment Strategiesby reading assigned materials by specified dateby participating in small and large group discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriteriayou assess the perceived value of customer satisfactionyou master quality tools of problem-solving and process improvement
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Create a personal professional development planAssessment Strategiesby reading assigned materials by specified dateby participating in small and large group discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriteriayou analyze job optionsyou analyze interests, skills, and abilitiesyou assess personal and professional goalsyou evaluate career opportunities
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Apply legal and ethical principles to personal, social and professional behaviorsAssessment Strategiesby reading assigned materials by specified dateby participating in small and large group discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriteriayou critique the relationship between ethics and the lawyou evaluate a stakeholder analysis of an ethical situationyou contrast personal values and business ethics and values
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Apply effective leadership skillsAssessment Strategiesby reading assigned materials by specified dateby participating in small and large group discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriteriayou examine organizational cultureyou explain how employees are empoweredyou create a motivating work environmentyou create trust by and in others
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Formulate selling strategiesAssessment Strategiesby reading assigned material by the specified dateby participating in small and large group discussionsby completing individual or team case studies or projectsby completing individual or team assignments on a daily or weekly basisby completing quizzes or examsCriteriayou develop a list of prospectsyou plan the sales presentationyou prepare the presentationyou interpret buyer objectionsyou devise the closeyou outline customer service qualitiesyou justify the role of selling in the promotion mixyou acquire product knowledgeyou develop time and territory management strategiesyou develop a customer profileyou utilize technology in the sales presentation