Strategic Business-to-Business Sales

Catalog description

This course addresses the complex and demanding responsibilities of business-to-business (B2B) sales. Topics include networking; negotiations; building relationships; understanding customer expectations and buyer behavior; personal branding and gatekeepers; ethics; and developing a technology-based sales plan. The basics of B2B sales from pre-prospecting through the purchase and follow-up steps are reviewed and compared to consumer selling. Additionally, the impact of digital marketing and technology on B2B sales will be analyzed.