This course is designed to provide students with an introduction to professional selling and the skills required to find success in relationship building and sales. Students are introduced to the many career alternatives available as well as the day-to-day expectations of a successful salesperson. The focus is to assist students develop their personal brand and strengthen their presentation, communication, and negotiation skills through role-playing, simulations, and applied learning exercises. Both traditional and digital prospecting methods are explored, along with the application of effective discovery, proposal creation, and problem resolution strategies, all in support of creating a customer relationship built on trust. Topics include goal setting, planning, time management, sales analytics, key performance indicator analysis, and customer relationship building. Students apply their learning in a simulated, professional business-to-business sales environment.

Host Course Code: CL-MKTG230
Host Course Name: Personal Selling