MKT 4630 - Advanced Sales

(3) Credit Hours

This course broadens one’s understanding of, and appreciation for, what the professional sales role is and why it is important to both the firm and the marketing function. More specifically, this course imparts theory, best practices, and applied / experiential learning techniques which all serve to further reinforce: (1) “how” to sell (i.e., the behaviors and strategic planning associated with selling successfully, and performing at a high level), and (2) perhaps equally important but not nearly as obvious, how and why buyers “buy”. The course focuses on “business-to-business” (B2B) sales environments, as that is where many of the most interesting and challenging sales occur in a modern, 21st century economy. Fall semester. Prerequisites: MKT 3630 or department head approval.Corequisites:
Junior standing. Differential course fee will be assessed.