!Mihaylo College of Business and Economics


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Catalog Description

Steps of the sales cycle as an inter-personal influence process. Selling skills and techniques based on communication and buyer behavior concepts. Written sales projects and oral presentations are expected.
Prerequisite: MKTG 351

Course Overview

In today’s increasingly competitive business environment the key to superior sales strategies is detailed intelligence. This course investigates sources of customer data, the state of data management technology and the contribution that accurate customer information can make in developing successful sales strategies. In this course, students will gain a true appreciation for Sales Force Automation and data leveraging, as it results in effective business development.

Course Objectives

Use SalesForce.com technology to learn how to:

Key Outcomes

Helpful Online Resources

Salesforce, which you can access at http://www.salesforce.com

Hoovers, which you can access at http://www.hoovers.com. This site has useful resources to help you learn details about existing and prospective accounts.

Brainshark, which you can access at http://www.brainshark.com . This site has useful resources needed for develop professional sales presentations.


For further information, contact Dr. Broyles at
657.278.3180, (sbroyles@fullerton.edu); or, Professor DiFranco at 657.278.8071 (odifranco@fullerton.edu