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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:

  • Describe the characteristics and skills of a good salesperson
  • Identify why people decide to buy
  • Identify 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)

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Type
Class
Days
Th, F, Sa
Time
8:30AM to 4:00PM
Dates
Mar 26, 2020 to Mar 28, 2020
Schedule and Location
Hours
20.0
Delivery Options
Course Fees
Flat Fee non-credit $445.00
Reading List / Textbook

No Required Textbook

 

 

Section Notes

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

Due to the intensive nature of this course, it is recommended that you familiarize yourself with course materials before your first class.

Assignments and group work will be required throughout the course duration and a final assignment may be due after the course has ended.

This course uses Desire2Learn (D2L), an online learning management system. The instructor will post your course outline and other materials in D2L one week prior to the course start date. For more information about D2L, please visit our Online Learning Resources.

Students are expected to attend all sessions.

Unless otherwise stated, notice of withdrawal or transfer from a course must be received at least seven calendar days prior to the start date of the course.

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