Major & Minor
Develop the skills needed to understand business-to-business selling. Learn how to better communicate with customers, including how to uncover their unique needs. Hone critical thinking skills to provide creative solutions. Adapt to the changing selling environment. Learn to overcome objections and close the sale. Sharpen these skills in realistic sales scenarios, using state of the art technology in the Chandler Family Professional Sales Center.
This course focuses on developing relationships by developing powerful interpersonal communication skills, understanding buyer motivations and adding value to clients through long-term relationships. This course combines theory with real-world examples to allow students to understand how professional salespersons implement marketing plans and successfully undertake their role in identifying and satisfying customer needs.
The sales management course is an analysis of professional selling practices with emphasis on the selling process and sales management, including the development of territories, determining potentials and forecasts, and setting sales quotas. Students also learn how salespersons are recruited, trained, motivated and evaluated in a global economy.