Course

10104108 Business 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 (Course Outcomes)
  1. Develop a product and service mix
    Assessment Strategies
    by reading assigned materials by specified date
    by participating in large and small group discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    you analyze the broad view of product
    you compare business and consumer products
    you apply the concept of service quality

  2. Apply continuous improvement strategies to solve marketing problems
    Assessment Strategies
    by reading assigned materials by specified date
    by participating in small and large group discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    you assess the perceived value of customer satisfaction
    you master quality tools of problem-solving and process improvement

  3. Create a personal professional development plan
    Assessment Strategies
    by reading assigned materials by specified date
    by participating in small and large group discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    you analyze job options
    you analyze interests, skills, and abilities
    you assess personal and professional goals
    you evaluate career opportunities

  4. Apply legal and ethical principles to personal, social and professional behaviors
    Assessment Strategies
    by reading assigned materials by specified date
    by participating in small and large group discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    you critique the relationship between ethics and the law
    you evaluate a stakeholder analysis of an ethical situation
    you contrast personal values and business ethics and values

  5. Apply effective leadership skills
    Assessment Strategies
    by reading assigned materials by specified date
    by participating in small and large group discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    you examine organizational culture
    you explain how employees are empowered
    you create a motivating work environment
    you create trust by and in others

  6. Formulate selling strategies
    Assessment Strategies
    by reading assigned material by the specified date
    by participating in small and large group discussions
    by completing individual or team case studies or projects
    by completing individual or team assignments on a daily or weekly basis
    by completing quizzes or exams
    Criteria
    you develop a list of prospects
    you plan the sales presentation
    you prepare the presentation
    you interpret buyer objections
    you devise the close
    you outline customer service qualities
    you justify the role of selling in the promotion mix
    you acquire product knowledge
    you develop time and territory management strategies
    you develop a customer profile
    you utilize technology in the sales presentation