Apr 24, 2024  
OHIO University Undergraduate Catalog 2021-22 
    
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OHIO University Undergraduate Catalog 2021-22 [Archived Catalog]

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MKT 4680 - Consultative Sales

Sales capstone course for college seniors focused on selling as a career. Students learn how to successfully match the selling process with a decision maker’s buying process.

Requisites: MKT 3580
Credit Hours: 3
Repeat/Retake Information: May be retaken two times excluding withdrawals, but only last course taken counts.
Lecture/Lab Hours: 3.0 lecture
Grades: Eligible Grades: A-F,WP,WF,WN,FN,AU,I
Learning Outcomes:
  • Students will be able to recognize the role of strategic account management in the business world.
  • Students will be able to employ advanced sales approaches that focus on the decision-making process for strategic accounts and develop adaptive strategies to manage and close a complex sales process.
  • Students will be able to apply advanced tools to analyze the profitability and riskiness of strategic accounts.
  • Students will be able to distinguish solutions and value from products and services.
  • Students will be able to describe strategies that add value for top management.
  • Students will be able to identify ethical, global, and sustainability issues as they relate to complex sales.


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