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 4640 - Sales Networking and Prospecting

3 lecture hours 0 lab hours 3 credits
Course Description
This course covers sales relationship development and demand generation in a business environment.  Students will reconcile the key differences between networking, prospecting, leads, contacts, and customers. Developing the appropriate techniques to manage and develop those relationships is a key part of this class. Crafting sales scripts, presentations, and participation in class analysis of results. Presentation preparation and delivery of elevator pitches, sales presentations, and negotiations. Students will get an overall understanding of all the current and future planned sales enablement tools built to help drive sales results. (prereq: sophomore standing)
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
  • Reconcile the difference between networking and prospecting
  • Formulate ways to build a professional network and its value in the sales cycle
  • Recommend processes to find qualified prospects in an organization
  • Propose proper tools and techniques to qualify leads
  • Prescribe techniques to manage and develop customer relationships
  • Analyze tips and techniques for keeping an active network and sales pipeline
  • Craft winning sales scripts and business sales presentations
  • Perform role-playing exercises in business selling scenarios
Prerequisites by Topic
  • None
Course Topics
  • Technical selling defined and expanded
  • Networking value in business
  • Networking and key role of LinkedIn
  • Prospecting defined and lead generation
  • Prospecting tools and techniques time management
  • Prospect qualification skills and best practices
  • Leveraging social media and digital channels
  • Market analysis and planning, tools and techniques
  • Sales meeting planning and execution
  • Negotiation and objection handling
  • Getting past the gate keepers
  • Virtual selling techniques
  • Presentation scripting and elevator pitches
  • Crafting sales presentations and class reviews
  • Sales presentation delivery
Coordinator
Gene Wright


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