Strategic Sales and Customer Relationship Management

Catalog description

This course focuses on how organizations build and develop strategic relationships with customers and clients through understanding and applying the complete strategic sales processes. An emphasis is placed on ethical selling practices. This includes prospecting, sales pre-planning, needs identification, developing client solutions, writing proposals, preventing and handling objections, closing, and post-sales servicing. Students will understand Customer Relationship Management systems, capabilities, and sales enablement strategies/approaches. Students will develop a written sales plan and engage in a professional sales role-play. Throughout the course, students will be introduced to professional sales careers such as sales development representation, business development, and account management.