This course focuses on several important person-to-person relationship-building strategies that contribute to success in professional selling to the business-to-business (B2B) marketplace. Students will learn the fundamentals of relationship selling, the importance of prospecting for new clients, preparations for a sales call, and make strategic and ethical decisions to develop business. Students will learn the critical steps in the professional selling process and have the opportunity to demonstrate the completion of each stage of the selling process through varied techniques. This course has mandatory group work. Prerequisite Recommended: Knowledge/experience in Marketing field. Textbook required.
Software Requirements: Students must have access to a video camera or web cam to complete a oral/visual presentation.