Course Code
BEMP 5006
Academic Year
2016-2017
This course details strategic selling principles and techniques, as well as revenue generation. Students will develop skills required for planning, making sales calls and providing follow-up to clients. Major topics include: strategic selling principles, prospecting, building relationships, conducting sales meetings, delivering sales presentations, and dealing with objections and closing the sale. Emphasis will be on developing confidence and professionalism in the selling interaction and enhancing the student's communications, listening, presentation, team participation and problem-solving skills.