Overview

Business to Business Selling

In this course, student will learn strategic and consultative sales models to develop and manage customer relationships effectively as they relate to Business to Business (B2B) environments. Students will study current sales management issues, such as: territory and time management, sales compensation and incentive systems, prospecting and qualifying sales leads, sales training and effective sales presentation methods. Learning will be derived from in-class lectures, in-class activities, group presentations, role playing, learning objects and online activities and assignments.

Course Code: 
MGMT-6067

 

Thank you for your interest in this course. At this time, there are no upcoming classes scheduled. New offerings in future terms will appear below so you are encouraged to check back again throughout the year. To inquire about when upcoming classes might be planned, please fill in the form on this page and we will respond shortly.