Finalcoursecatalog7.6.20

Sales
COURSE DELIVERY:
02/05/21 - 02/06/21
COURSE TITLE
Best Practices in Professional Selling: Chart the
Course for Successful Sales Outcomes Based on a
Strong Link to Buyer Behavior
DESCRIPTION
LEARNING OUTCOMES
1. Gain an overview of personal selling.
2. Learn to build trust through sales ethics.
3. Understand the range of buyers.
4. Hone communication skills.
5. Understand strategic prospecting and preparing
for sales dialogues.
6. Learn to plan presentations.
7. Understand how to make effective sales calls.
8. Appreciate concerns to earning commitment.
This course blends managerial and theoretical perspectives
in an examination of sales strategies, sales tactics and best
practices in professional selling. The primary context for the
course is business-to-business (B2B) selling, although many
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.
John Weiss has had a relationship with the College of Business at Colorado
State University for nearly 40 years. He received his bachelor’s degree in finance
from CSU in 1979 and then a master’s degree in Marketing in 1988. In over 30
years of employment at the College, he has served in both faculty and senior
administrative roles.
John began a private sector career in 1979 with Georgia-Pacific Corporation’s
Distribution Division, where he initially held several product-management positions
before moving into outside sales and sales management roles. After completing
his graduate degree at CSU, he moved into an academic career, joining the CSU
College of Business, Department of Marketing as a faculty member.
For over 20 years he has also maintained business relationships with a wide
variety of large and small private sector firms providing consulting in both
marketing research and sales force management.
Instructor: John Weiss
12 College of Business