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 toward:
BUS 655 (Marketing Management).
Textbooks and Materials
John Weiss has had a relationship with the College of Business at Colorado State University for nearly 40 years; a place from which he completed a Bachelor’s degree in Finance in 1979 and then a Master’s degree in Marketing in 1988. In over 30 years of employment at the COB, he has served in both faculty and senior administrative roles. John began a private sector career in 1979 with Georgia-Pacific Corporation’s Distribution Division where he initially held several product-management positions before moving into outside sales and sales management roles. After completing his graduate degree at CSU, he moved into an academic career joining the CSU College of Business, Department of Marketing, as a faculty member. For over 20 years he has also maintained business relationships with a wide variety of large and small private sector firms providing consulting in both marketing research and sales force management.