The Business-to-Business Selling certificate provides an opportunity to develop significant knowledge and experience in addressing business customers’ needs and building long-term mutually beneficial relationships. Learn about approaches for attracting customers, planning for and conducting meetings with business customers, managing a sales force, designing channels of distribution, and developing marketing strategies. This certificate may provide career advancement opportunities within selling, sales management, and business-to-business marketing.
Learning Objectives
Upon successful completion, students will be able to:
- Discuss what business customers expect from vendors and business partners.
- Conduct customer and competitive analyses as an input into the sales process.
- Learn the planning and implementation of trust-based sales encounters with business customers.
- Identify effective sales strategies.
- Learn recruiting, selection, training and leadership of sales force.