Sales Enablement and Analytics.

Catalog description

Semester course; 3 lecture hours (delivered online, face-to-face or hybrid). 3 credits. Prerequisite: MKTG 301 or MKTG 335 . Enrollment is restricted to students who have completed at least 54 credit hours (junior standing). Organizations now have an influx of data which, when used effectively, can derive actionable insights for both the sales organization and their clients. Today's sales leaders must systematically increase their sophistication in leveraging data, tools and domain expertise to provide customized insights, consulting and guidance to their strategic customers. This course explores the tools and technologies which enable data-driven decisions. Asking the right questions and using the appropriate tools and technologies permits sales representatives and managers to create value for their clients, ultimately increasing customer satisfaction and the likelihood of long-term client retention.