SAMG1211

In today's highly competitive market an effective sales approach is important in every industry. In this course students will design a business-to-business sales presentation by defining customer's needs, explaining the value customers receive from the organization, and practicing approaches to reach a joint purchasing agreement with clients. This course will focus on the theory and practice of personal selling used by organizations to build long term business relationships.Student Learning Outcomes

• Develop personal selling characteristics and a personal selling style.
• Apply traditional and trust-based relationship selling tactics the selling process.
• Describe the importance of sales ethics in different scenarios.
• Demonstrate style flexing with different types of buyers.
• Explain buying teams and member roles as it applies to an organization's sales team.
• Utilize various sales tools and applications in the selling process.
• Demonstrate active and effective listening.
• Interpret the different forms of verbal and nonverbal communication used in the sales process.
• Explain the importance of understanding your customers' business in the sales process.
• Apply complaint resolution methods to the business environment.
• Create a business-to-business (B2B) sales presentation.