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MKTG 422
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Advanced Professional Selling
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Learning Outcomes
Selling in Context
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The Psychology of Selling
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Sales Playbooks
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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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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.
Entrepreneurial Mindset and Lifelong Learning
Strategic Innovation and Market Insight
Evidence-Driven Venture Creation
Collaborative Teamwork & Communication
Faith-Informed Ethical Stewardship
The Psychology of Selling
Students will be able to analyze predictable buyer behaviors and adapt sales-process decisions to address them.
Entrepreneurial Mindset and Lifelong Learning
Strategic Innovation and Market Insight
Evidence-Driven Venture Creation
Collaborative Teamwork & Communication
Faith-Informed Ethical Stewardship
Sales Playbooks
Students will be able to evaluate a sales situation and select and apply an appropriate question-based or hypothesis-based sales approach.
Entrepreneurial Mindset and Lifelong Learning
Strategic Innovation and Market Insight
Evidence-Driven Venture Creation
Collaborative Teamwork & Communication
Faith-Informed Ethical Stewardship