Course Description
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 4230
Non-Traditional Format
This course will be taught 95% or more online.
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
- Apply DISC to the sales process
- Managing time, territory, and your sales career
- Sales mentorship
- Sales leadership
- Team selling
