MKT 662 - Strategic Selling for Business Customers

  • 1 credit
View available sections

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:

Prerequisite

BUS 655 (Marketing Management).

Textbooks and Materials

Please consult the CSU Bookstore for textbook information: http://www.bookstore.colostate.edu/home.aspx.

Instructors

John Weiss

(970) 491-2146 | john.weiss@colostate.edu

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.

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