Advanced Professional Selling
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Keywords
team selling , meeting facilitation , motivation , goal setting , sales territory development , networking; prioritization , selling process , consultative selling , solution-based selling , generational differences , rational buying , emotional buying , sales proposals , negotiation techniques
Project
Authors
Slattery, Ray
Date Submitted
2016
Material Type
Collection
Secondary Material Type
Syllabus
Institution
Western Technical College
Industry Partner
College collaborated with the program advisory committee.
License
CC BY
Funding Source
TAACCCT Round 3
Additional Public Access
Abstract
This project includes a complete course design for teaching the course with related learning materials. It also includes a sample schedule for delivering the course.
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This course focuses on a variety of strategies and techniques for professional selling including: sales presentations, exposure to the software that aids sales people, coordination with the firm�۪s other functional areas, team selling, and negotiation. This course will help relate theory to practice and will include close work with an actual salesperson.
Industry (NAISC)
Management of Companies and Enterprises (55)
Occupation (SOC)
Management Occupations -- Marketing Managers (11-2021)
Instructional Program (CIP)
Business, Management, Marketing, and Related Support Services (52)
Credit Type
Credential Type
Associate Degree
Educational Level
1st year Community College or equivalent
2nd Year Community College or equivalent
2nd Year Community College or equivalent