This course equips students to sell complex products and services via consultative selling integrated with digital customer engagement. Students learn through examples and role play to execute a five-step approach: 1. Connecting with Prospects through networking, social, and door-opening conversations, 2. Understanding Needs by qualifying leads, undertaking research and discovery conversations, 3. Addressing Needs by writing differentiating proposals and winning in the room 4. Closing the Sale by gaining buyer commitment, pricing-to- value and seamless contracting, 5. Building Trusted Relationships through personal engagement and customer blueprinting. Sessions are highly interactive featuring: Discussions with guest experts; Case studies; an RFP simulation; Role playing including "The Price is Right Game"; Video shorts; Student stories; Real- world best practices; and pitfalls.
[ 1.5 cr.]
Offered: Either sem.