MG 6230 - Technology and the Art of the Sale

With the growth of social media and the digital age customers now have unprecedented access to information, a new reality that is changing the way salespeople do their jobs. Salespeople must now shift the focus from “selling to serving” customers in order to provide the marginal value necessary to build customer loyalty. In this course students will review the psychology of sales from the perspective of this new reality, exploring how this has shaped buyer behavior. Students will learn how to successfully leverage technology to their advantage and negotiate a sale in this constantly shifting environment. Emphasis will be placed on a range of likely sales venues, ranging from social media to a conference. (4 credits)