BE 630 - Sales

The one thing every business venture needs - whether small or large, for-profit, not-for-profit, startup or established business - is revenue. This course is designed to help students build their skills in professional persuasion and the essential elements of building a scalable, repeatable sales process for organizations. Course work examines the need to understand buyers and their motivations, finding early traction and building the evidence needed to expand sales opportunities. We examine the right way to prospect to build a sales funnel, tools for managing and improving the sales process, and assessing the value of a sale from the perspective of customer impact and achievement of the financial/strategic goals for the organization. Importantly, we also look at how sales bring the customer¿s voice to the table and how sales functions interact with other parts of the organization.