Business-to-Business (B2B) Sales

Students examine the professional business-to-business selling process from the recognition and development of the selling opportunity to the closing and post-sales maintenance of an account. In addition, students explore each phase of the selling process, the importance of research, and client relationship development to generate sales revenue. Through this course, students learn techniques to effectively research client, competitive, and industry information. Through real-world case studies, live role-plays, and scenarios, students have the opportunity to practice the steps in the sales process.