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BMC 294 Strategic Selling

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Course Description

Learn effective relationship selling skills and how to build a strategic sales plan that will help you win new business. Relationship selling skills help build your client base and foster repeat business. The strategic selling plan provides action steps for moving forward. You must use a real selling situation for your course project. New or experienced sales people, business professionals, and small business owners will find this course of interest.

Formerly BMC 260 Strategic Selling.

Course Details

Upon successful completion of the course you will be able to:

  • Understand what makes a good salesperson
  • Identify why people decide to buy
  • Understand and use the key steps in selling
  • Ask good questions and listen effectively
  • Define your ideal client and plan how to connect with them
  • Develop an effective quick introduction
  • Identify who you need in your network and how to find them
  • Determine your best referral system
  • Identify the buying roles in an organization
  • Develop a strategic sales plan for key client prospects
  • Plan each sales call including a key selling objective

Applies Towards the Following Certificate(s)


  BMC 294 - 007 Strategic Selling  
  Summer 2017   Status:  Available
Class:   Tue, Wed, Thu 8:30AM - 4:00PM
15 Aug 2017 to 17 Aug 2017
Number of Sessions: 3 Sessions
Hours: 20.00
Course Fees:   Flat Fee non-credit    445.00
Potential Price Adjustments:
Campus: Downtown
Delivery Options:  Class
  Reading List / Textbook:  

Required Textbook

Title: To Be Determined





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  Section Notes:  

Due to the intensive nature of this course, it is recommended that you pre-read or familiarize yourself with course materials prior to the course.

Students are expected to attend all sessions.

Students will be required to complete assignments during the week and may be asked to prepare a final assignment after the course has ended.

If your desired course section is full, please check if another section is available for registration or add your name to the waitlist as sections are often added based on demand.

Formerly BMC 260 Strategic Selling. Students who have taken BMC 260 cannot take this course.


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