This course will focus on two key areas: building and managing a superior sales organization and understanding the professional selling process with an emphasis on B2B sales. Topics to be covered include strategic decisions such as sales force structure and deployment, key account and sales territory management, and sales leadership and evaluation of sales organization effectiveness. The second component of the course will cover key selling steps (e.g., prospecting, customer needs development and discovery, objection handling) as well as hands-on skills/techniques for building strong customer relationships in the consultative selling process.