Course will provide an in-depth study of advanced selling concepts for contemporary sales issues, extending concepts from the professional selling course. Through multiple role-plays in the sales lab, students will navigate the sales process, handling challenging scenarios, and difficult buyers. This class prepares students for a professional selling career.
Athena Title
Advanced Selling
Equivalent Courses
Not open to students with credit in MARK 4230E
Prerequisite
(MARK 3000 or MARK 3000E or MARK 3000H or MARK 3001 or MARK 3001E or MARK 3001H) and (MARK 4210 or MARK 4210E)
Grading System
A - F (Traditional)
Student Learning Outcomes
Students will understand how to apply the steps of the selling process to real-world selling situations.
Students will understand how to assess and capitalize on customer needs in sales situations through adaptive selling.
Students will understand how to employ professional communication skills and business acumen.
Students will understand how to identify the issues in team selling and execute a simulated team sale.
Students will understand how to utilize modern technology as a selling tool.
Topical Outline
Creating a sales resume
Customize LinkedIn to target sales employers
Sales elevator pitch
Cold calling
Handling real-world issues that occur when selling
Needs-based selling for different styles
Relationship building with prospects
Creating a sales presentation
Developing and organizing probing questions
Evaluating one’s own sales calls
Critiquing other’s sales calls
Advanced negotiation skills
Advance closing techniques
Use ROI to justify purchase and build value as a closing technique
