Mar 13, 2025  
2023-2024 Undergraduate Academic Catalog-June Update 
    
Catalog Navigation
  Catalog Home
  Academic Calendar
  University Overview
  Admissions
  Student Financial Services
  Academic Regulations and Policies
  Degree Programs, Minors, and Certificates
  Degrees, Minors, and Certificates by Department
  Course Descriptions
  The Raider Core
  MSOE Honors Program
  Global Opportunities
  Reserve Officers’ Training Corps. (ROTC)
  Administration, Regents, and Advisory Committees
  Departments and Faculty
  Campus Map
  Student Resources
  My Portfolio
HELP
2023-2024 Undergraduate Academic Catalog-June Update [ARCHIVED CATALOG]

Facebook this Page (opens a new window)
Tweet this Page (opens a new window)
Add to Portfolio (opens a new window)

BUS 4630 - Sales Process and Pipeline

3 lecture hours 0 lab hours 3 credits
Course Description
This course explores the mechanics and timing of sales techniques and the selling process, emphasizing relationships and how to have continuous success by minimizing peaks and valleys in the sales cycle. Various tools and techniques will be covered for a variety of sales situations across technical fields. Students will be introduced to various aspects of the technical sales process, including understanding the buyer/seller journey, learning about customer relationship management (CRM), exploring sales enablement tools, pipeline management, leveraging AI tools and data analysis, role playing sales “discussions,” and case study analysis. (prereq: sophomore standing)
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
  • Assess problem areas in sales organizations, processes, and pipelines and propose new solutions
  • Model the relationship between marketing and sales and benefits of value-based messaging
  • Predict how AI is transforming the future of sales and propose how to prepare for it
  • Forecast the benefits of customer centric selling methodologies and voice of customer
  • Prepare a sales pipeline strategy including tactics and key metrics used by stakeholders
  • Compare customer relation management systems (CRM) and sales enablement tools
  • Craft and deliver compelling sales discussions (presentation) leveraging value-driven processes
  • Create sales discussion (presentation) for specific sales scenarios and deliver in classroom
Prerequisites by Topic
  • None
Course Topics
  • Sales concepts and best practices
  • Selling definitions and best practices
  • Buying and selling types
  • Sales and marketing processes
  • Buyer and seller journey
  • Value messaging
  • Voice of the customer (VOC) 
  • Sales enablement systems
  • Customer relationship management (CRM) systems
  • Customer centric and RAIN selling
  • Artificial Intelligence (AI) in sales and marketing
  • Selling and presentation styles
  • Forecasting, pipeline, and stage reviews
Coordinator
Gene Wright


Facebook this Page (opens a new window)
Tweet this Page (opens a new window)
Add to Portfolio (opens a new window)