Solution Selling II
| Course Code | MKTG-751 |
|---|---|
| Lecture hours per week | 4 |
| Lab hours per week | |
| Course Availability | Open |
| Description | This course builds on the MKTG 723-Solution Selling I course where students learned the basic B2B 7-step sales process/key skills required to solution sell a product from prospecting-to-order/close. MKTG 751 is an advanced course that shifts focus to the world of digital service solution sales. Students will explore how to apply the consultative sales process to a variety of service offerings across industries, emphasizing the integration of digital marketing tools, financial value propositions, and customer-centric strategies to drive success in today’s fast-changing business landscape. Key Focus Areas
Students will demonstrate their ability to: Use digital marketing platforms and tools like social media, email campaigns, and CRM analytics to prospect, engage, and close deals. Build financially sound proposals that highlight measurable value, supported by performance metrics. Apply the consultative sales process to address complex customer service needs in a digital context. Develop and present strategic solutions that align with customers’ digital transformation goals and operational challenges. By the end of this course, students will be equipped with the advanced skills required to solution sell effectively in the digital and face to face marketplace, foster enduring customer relationships, and stay ahead of sales trends in a rapidly evolving sales environment |