This course will take a look at the key conceptual underpinnings of personal selling as an element of marketing. We will take a managerial approach in exploring sales strategies, sales tactics and best practices in professional selling. The primary context for the course is business-to-business (B2B) selling, however a great deal of the course concepts are relevant for direct-to consumer situations. The course examines the entire sales process, with particular emphasis on relationship selling, planning and delivery of sales presentations, and trust-building techniques.
This course can be applied towards:
BUS 655 (Marketing Management).
Active-duty military, spouses of active military personnel, veterans, federal, and state employees must contact the MBA Advisors to receive the tuition reduction code prior to registering. Students must be admitted to the MBA Program to receive this discount. Reduction of tuition will not be given if you do not provide the appropriate code at the time of registration. Call (970) 491-2865 or email firstname.lastname@example.org.
Textbook and Materials
John Weiss, a faculty member at Colorado State for 28 years, has taught such courses as distribution channel management, market research and analysis, marketing management, buyer behavior, and integrated marketing communications. He brings a diversity of experience including market development and research consulting work, extensive publishing, and teaching at several major universities.