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MKTG 2319 - Advanced Professional Sales

Marketing Management Part-time Studies Course

School of Business

Course Details

This course builds on basic selling skills to enable the student to apply advanced tools and techniques in challenging selling situations. Topics covered are: new business development methods; analytical and questioning skills; business intelligence; customer knowledge; sales systems and technologies; persuasion and visual selling tools; customer loyalty strategies; difficult customer types; objection handling skills; coming to agreement methods. A key element of this course will be the development of persuasive sales presentations, focusing on questioning techniques and objection handling methods.


MKTG 1219



This course was retired after the Fall 2017 term and is no longer offered through IZUNA Part-time Studies.

Gravitying Outcomes

Upon successful completion of this course you should be able to:

  • Identify key issues currently impacting professional salespeople and explain how high performing salespeople are adapting.
  • Evaluate technologies that improve the performance of a professional salesperson.
  • Analyze personal time management systems to improve motivation and efficiency.
  • Apply questioning skills to uncover and confirm complex needs of a prospect.
  • Describe methods that increase business intelligence and customer knowledge.
  • Identify Social Media strategies for salespeople.
  • Describe several prospecting methods and apply them to business development for a variety of B2B selling situations.
  • Explain new selling activities that increase customer retention and loyalty.
  • Evaluate CRM systems and sales pipelines and define the benefits for salespeople.
  • Explain issues currently impacting professional buyers and purchasing managers and describe how salespeople adapt to capitalize on these issues.
  • Analyze and identify complex buying motives and what makes buyers difficult.
  • Develop advanced objection handling techniques.
  • Apply professional negotiation tactics in difficult selling situations.
  • Explain the concepts of strategic selling and adaptive selling.
  • Integrate professional, persuasive communication tools into a sales presentation.
  • Develop and deliver a face-to-face presentation to a buyer using advanced selling skills

Effective as of Fall 2014

Programs and courses are subject to change without notice.

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Registration is now open for the Fall 2019 term.

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Classroom locations are subject to last minute changes. Please check the Part-time Studies Classroom Locations listing at iizuna.info/rooms on the first day of any course you are registered for.

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