MKT4210 Advanced Selling Techniques

This class explores advanced selling techniques such as SPIN, SNAP, Challenger Sales, Sandler Sales, Technique, Solution Selling, Selling using EcoSystems along with selling products such as financial sales, pharmaceutical sales, technology sales, medical devices, software solutions, consultancy, etc.  Role-plays are conducted using different sales methods and complex products.

Credits

4 sh

Prerequisite

MKT 3110, MKT 3180

Offered

• Fall

Course Outcomes

1. • Deliver an effective Introduction to a potential new client
2. • Conduct an effective Discovery/Investigations/Needs Analysis
3. • Craft and present persuasive product/solution presentations that meet buyers' needs
4. • Handle buyer Objections in an appropriate and professional way
5. • Confidently and skillfully close sales
6. Adapt technology to the sales process
7. Apply the appropriate sales method to the type product or service sold