The course will cover (but not be limited to):
• Moving, persuading, or selling others to follow your 
recommendations or to exchange their resources for yours to 
mutual benefit
• Basic approaches to selling
• New learning/approaches to learning, listening, and adapting 
to clients (we will cover improvisation, mirroring, and other 
skills)
• Applicability/nature of alternative selling organizations 
given alternative business models (with particular emphasis on 
students’ self-identified/self-selected target 
industries/organizations)
• Sizing and structuring your selling effort
• Territory development and alignment
• Identifying, interviewing, and hiring for alternative selling 
(business development, client facing, etc.) needs
• Training your selling resources
• Motivation
• Compensation (to include salary negotiations as both 
subordinate and manager)
• Customer relationship management (and alternative CRM options)
• Performance management (assessments, reviews, promotion, 
and termination)
• Development of a selling culture and its proper role in 
various organizations
• Development and refinement of your target industry and 
organizations
• Development and refinement of your written (resume and cover 
letter) and personal (practice interviews and pitches) 
job/internship communications
• Marketing and selling/motivating via emerging tools and 
technologies (e.g., LinkedIn, Twitter, personal web pages, 
etc.).  Additional deliverables (to be assessed by your working 
team/teammates) for all graduate students will include:
a) profile statements
b) updated/improved resumes covering internships/summer 
activities and targeted industries/jobs; improved LinkedIn 
profiles

• Importance of selling and persuasion, by whatever name, in 
your career.
• Importance of emotional intelligence and leadership skills.
• Overview of the Sales function and Personal Selling: past, 
present, and future.
• Elements of the sales call: segmentation and customer 
identification; prospecting and needs analysis; planning and 
executing the presentation; follow-up and relationship 
management.
• Key account management, category management, and the role of 
emerging technologies and information symmetry between buyers 
and sellers.
• Value propositions, value creation, and the sales 
functions/client-facing resources roles in strategic delivery.
• Higher level understanding of buyer behavior types and 
implications.  Buying centers and roles/implications of 
boundary spanners
• Complete facility with at least one CRM package
• Sales process and skills (PSS) and assessment
• Persuasion (customer/client) and motivation (sales 
force/resources)
• Managing a sales organization:  planning/forecasting, 
recruiting, hiring, training/retraining, motivation and 
compensation, remedial strategies and approaches, and 
terminations.
• Legal and ethical issues, to include hiring and termination.
• Managing sales and salespeople case analyses.
• Sales planning and goal setting (forecasting techniques and 
territory/customer allocation strategies and software).
• Sales manager roles (different levels): required skills, 
capabilities, compensation, and career progressions.
• International selling and sales force management. 
• Effective oral and written communication skills.