Sales Process and Analytics. 3 credits, 3 contact hours

Catalog description

The course focuses on the dynamic field of sales management, and specifically the field of Business-to-Business (B2B) sales. During this course, students will see the most distinctive characteristics of the B2B environment, in contrast with the Business-to-Consumer (B2C) one (typically the focus of marketing degrees and certificates). Particularly, students will learn the importance of relationship sales within B2B. The course also covers the different types of selling, emphasizing the most relevant types in B2B selling, such as value and solution selling.