Business-to-Business Sales Course Descriptions
SALE 2330: INTRODUCTION TO SELLING (2 credits)
This course provides an overview of skills required for success in sales. You will examine sales in different types of businesses: business-to-business, medical, financial services and consumer products sales. You will explore career opportunities in different industries and sales skills for business ownership. Also offered in Weekend College.
SALE 3330: PROFESSIONAL SALES: CUSTOMER CENTERED SELLING (4 credits)
In this course you will learn how to understand a customer's business needs, motivations and decision processes. You will explore consultative selling in depth. You will examine and practice sales communication methods including effective listening, critical questioning, sales presentation, communicating value, responding to concerns and creating action. You will learn how to integrate technology for contact, time and database management. This course focuses on building long-term partnerships with customers. Also offered in Weekend College. Prerequisites: SALE 2330, PSYC 1001 or SOCI 100. Prerequisites with concurrency: COMM 1030.
SALE 3430: CUSTOMER INTELLIGENCE AND EFFECTIVE COMMUNICATION (4 credits)
In the business environment, the key to effective sales strategy is detailed intelligence. You will gain influence and presentation skills as well as a working knowledge of Customer Relationship Management (CRM) software to leverage data to develop effective buying strategies. Upon completing this course, you will have gained significant skill in using technology to understand financial metrics and business processes important to organizations today. Prerequisites: SALE 2330, MKTG 2300, PSYC 1001 or SOCI 1000. Recommended: COMM 1030.. Prerequisites with concurrency: SALE 3330.
SALE 3630: ETHICS AND INTEGRITY IN SELLING (2 credits)
This course challenges you to grapple with issues of professional ethics and integrity in sales, including accurately portraying company and competitor products, services and capabilities, ethical communication, building trust, ethical dilemmas in sales and using sound business practices. You will explore special issues for women in sales. Case studies are the foundation for exploration of these topics. Also offered in Weekend College. Prerequisites: SALE 3330. Prerequisites with concurrency: BUSI 3650.
SALE 4430: ADVANCED SALES: STRATEGIC ACCOUNT MANAGEMENT (4 credits)
You will learn sophisticated sales processes surrounding strategic account management. You will focus on strategy and strategic sales planning (mapping the account) with the ultimate objective of creating value for the customer. Other key elements include negotiation, the understanding of the informal organization and influential decision makers and how to develop strategic business partnerships. A review of the overall sales process and team selling through a more strategic lens is included. Integrating strategic and tactical thinking, supply chain management, maintenance of the complex sale and influence over multiple decision makers is crucial in successful complex sales. Also offered in Weekend College. Prerequisites: SALE 3330. Highly recommended: ACCT 2130, SALE 4754 and a negotiation or persuasion course..
SALE 4630: SALES FORCE LEADERSHIP (4 credits)
You will explore leadership skills for a sales environment and examine performance management and compensation systems and their application in sales. You will learn about coaching employees for improved performance, providing evaluative and developmental feedback, building a vision for the sales force, motivating sales employees and creating a team environment in sales. You will explore current strategic sales issues in depth. Also offered in Weekend College every other year in fall. Prerequisites: SALE 3700 or 4430 or permission of instructor.