MKTG 4980: Advanced Selling

3 Credit Hours

Prerequisite: MKTG 3100 and MKTG 3410, and (Admission to the Coles College Undergraduate Professional Program or (60 credit hours with a minimum GPA of 2.00 and in a Coles College Partner Program))
An in-depth examination of current business trends as they impact the professional salesperson. Particular emphasis is placed on relationship development skills and customer relationship management (CRM), as well as general sales related topics including sales automation and time/territory management. Students will be required to spend time in the field with professional salespeople and to prepare and deliver effective informational and persuasive sales presentations. The course emphasizes sales strategy, customer relationship management, and navigating the sales process.

Course Learning Outcomes
Students who successfully complete this course will be able to:

Engage in persuasive sales calls.
Identify and qualify sales leads and prospects.
Utilize tools to approach and set sales appointments.
Utilize sales tools to organize and maintain sales relationships.