Course Code: BEMP 5006
Academic Year: 2017-2018
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 placed on developing confidence and professionalism in the selling interaction and enhancing the students' communications, listening, presentation, team participation and problem-solving skills.