|Lecture hours per week||4|
|Lab hours per week|
This course builds on the MKTG 723 Solution Selling I course where students learned the basic sales process/key skills required to solution sell a product from prospecting-to-order/close.
Students now expand that learning into the world of service solution sales across a variety of industry sectors/service offerings that integrate financial value propositions as part of the business decision making process for the customer.
Students also learn how to build long-term customer partnerships during:
Students also examine ongoing sales best practices to further help them develop customer relationships required for success given sales trends in times of major change.
Students will demonstrate their ability to follow and effectively solution sell using the consultative sales process for a variety of business-to-business customer service needs.