0 or 3 credits
Fall 2026 Lecture Upper Division
A study of sales models and techniques for technical and service sales in business-to-business environments, including development of channel relationships, long-term sales agreements, customer relationship management efforts, total cost of ownership tools and complex sales presentations. Covers critical sales skills such as e-economy sales and marketing, lead management, building credibility, consultative selling, ethical negotiations, and sustainable product management.
Learning Outcomes1Explain the roles of technical and service sales in business to business channels.
2Describe the relationship between personal selling and marketing.
3Describe critical influencing factors on organizational buyer behavior.
4Describe various types of buying situations and typical sales agreements.
5Demonstrate a personal selling communication model.
6Describe customer relationship management.
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