PS 2603 - Advanced Selling

Credits: (3)
Typically Taught Summer Semester: Full Sem; Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: The Advanced Selling course is designed to provide students a deeper understanding of the sales process. Emphasis is placed on the needs-discovery stage of the sales process, where students will practice crafting and delivering effective questions using the SPIN Selling framework to help identify customer needs and provide solutions. This technique introduces a consultative, solution-based sales approach that is crucial in a business-to-business (B2B), more complex sale that commonly includes higher-priced products or services. The students will have the opportunity to increase their knowledge and skill in utilizing the sales process steps in experiential activities such as live sales role-play.
Pre-requisite(s): PS 1143.