mkt320 | undergraduate

Business-to-business Sales Management

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This course provides students with an understanding of the business-to-business selling relationship and the challenges associated with maintaining these relationships. After the completion of this course, students will be able to describe the complexities of business-to-business selling relationships, create presentations to address the variety of audiences in the business-to-business setting, examine legal issues associated with business-to-business selling, and evaluate the ethical considerations of relationship building behavior within a business-to-business sales relationship.

This undergraduate-level course is 5 weeks This course is available to take individually or To enroll, speak with an Enrollment Representative.

Course details:

Credits: 3
Continuing education units: XX
Professional development units: XX
Duration: 5 weeks

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    Establishing a Relationship and Effective Communication

    • Explain the importance of developing a professional network.
    • Develop a personal strategy for relationship selling.
    • Explain how a relationship strategy creates value.

    Matching Products to Prospects

    • Explain the importance of product knowledge and developing a product strategy.
    • Determine target market and its segmentations.
    • Explain how to position products to meet customer wants and needs.
    • Evaluate the alignment between the selling process and buyer behavior.

    Negotiation and Closing the Sale

    • Build value for customers based on satisfying customer needs.
    • Develop an effective and persuasive sales presentation using basic principles.
    • Apply appropriate methods for closing a sale.

    Retention and Referrals

    • Determine customer relationship strategies to manage customer retention.
    • Develop a strategy for a referral stream.
    • Evaluate legal and ethical implications in B2B selling.

    Introduction to the Business-to-Business Selling Relationship

    • Differentiate between business-to-business (B2B) and business-to-consumer (B2C) selling.
    • Identify methods for B2B selling.
    • Explain the challenges of B2B selling
    Tuition for individual courses varies. For more information, please call or chat live with an Enrollment Representative.

    Please ask about these special rates:

    Teacher Rate: For some courses, special tuition rates are available for current, certified P-12 teachers and administrators. Please speak with an Enrollment Representative today for more details.

    Military Rate: For some courses, special tuition rates are available for active duty military members and their spouses. Please speak with an Enrollment Representative today for more details.

    The University of Phoenix reserves the right to modify courses.

    While widely available, not all programs are available in all locations or in both online and on-campus formats. Please check with a University Enrollment Representative.

    Transferability of credit is at the discretion of the receiving institution. It is the student’s responsibility to confirm whether or not credits earned at University of Phoenix will be accepted by another institution of the student’s choice.