MARK 2150

This course focuses on the theoretical and practical techniques used in selling goods and services in a business-to-business (B2B) environment. Emphasis is given to developing a selling framework along with practical skills in presenting goods and services to prospective buyers. Attention is devoted to the art of uncovering needs or identifying problems through the use of probing questions and developing professional relationships in business. Understanding the importance of the sales professional in the business community and the need for ethical behaviour is emphasized. The overriding sales philosophy is relationship focused and the customer approach is consultative.