(A) Introduction to Course

The goal of Selling and Sales Management is to provide you the knowledge and skills that businesses need to win customers and grow their business. We will use the consultative selling model to understand the process of selling, the discovery of and alignment with customer’s needs, presentation of solutions, overcoming objections, and gaining agreement. Students will prepare for the role of an effective sales manager and approach to building salesforce in today's hyper-competitive global economy by integrating current technology, research, and strategic planning activities.