MGMT 345Sales Leadrshp Tomorrow's Pros

Catalog

Sales Leadership for Tomorrow's Professionals (3) This course examines fundamental concepts and skill sets related to sales across a variety of careers. Students learn selling, from a strategic and tactical perspective, into enterprise and consumer marketplaces with a focus on applying theory to practice. Topics include building relationships, prospecting, qualifying, discovery, curiosity questioning, establishing value, brokering perception, presenting, forecasting, credibility, motivations of prospects/internal stakeholders, leveraging a brand, closing, and expectations of sales managers. Students gain a foundational understanding of selling via lectures, case studies, video-based role playing, and professional guest speakers.