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MKTG 422
Course Purpose
Advanced Professional Selling
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Learning Outcomes
Selling in Context
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Linked with Program Outcomes:
Communicate with Impact
The Psychology of Selling
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Linked with Program Outcomes:
Think Strategically to Solve Complex Business Problems
Apply Marketing Research and Analytics with Discernment
Sales Playbooks
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Linked with Program Outcomes:
Think Strategically to Solve Complex Business Problems
Communicate with Impact
Instructor created Learning Outcomes
Course Purpose
Learning Outcomes
Differentiating by the way you sell
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Differentiating by what you sell
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Winning in Competitive Situations
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Create a Unique Prospecting Plan
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Link Course Outcomes to Program Outcomes
Course Outcome
Program Outcomes
Selling in Context
Students will be able to create a differentiated value proposition that communicates an offering’s unique value clearly and memorably to a target buyer.
Lead with Character and Integrity
Think Strategically to Solve Complex Business Problems
Communicate with Impact
Practice Christlike Collaboration
Apply Marketing Research and Analytics with Discernment
Innovate and Execute Integrated Marketing Plans
The Psychology of Selling
Students will be able to analyze predictable buyer behaviors and adapt sales-process decisions to address them.
Lead with Character and Integrity
Think Strategically to Solve Complex Business Problems
Communicate with Impact
Practice Christlike Collaboration
Apply Marketing Research and Analytics with Discernment
Innovate and Execute Integrated Marketing Plans
Sales Playbooks
Students will be able to evaluate a sales situation and select and apply an appropriate question-based or hypothesis-based sales approach.
Lead with Character and Integrity
Think Strategically to Solve Complex Business Problems
Communicate with Impact
Practice Christlike Collaboration
Apply Marketing Research and Analytics with Discernment
Innovate and Execute Integrated Marketing Plans