Drew University Moodle

*** PLEASE NOTE *** BST 250 is Sales Management
(Currently Moodle titled the course Design Thinking and Innovation)

Have you ever wanted to convince someone to lend you their car? What would you say if you needed to borrow money from a friend? Do you want to do well on your next job interview? This course will help develop skills to motivate and influence others. Influence is something you’ll use throughout your life and career. Sales, is making a career out of influencing others.
Sales is creating something from nothing, and is a vital and part of all businesses. This course explores a fundamental approach to sales – prospecting, building relationships, providing value, sales presentations, negotiations, and closing.
“Setting Goals Is the First Step In Turning The Invisible Into The Visible.” (Tony Robbins)
Sales management is often arbitrary and without structure, we will also demystify how to approach sales management. We will explore how to create a strong, clear, sales environment for a sales team by using analytics and tools to help drive and measure success. As a sales leader, you will also be a conduit between the organization and the organization’s most valuable commodity – it’s customers. The analytics will provide a guide as to how successful, or unsuccessful, the sales team will be in a particular timeframe. It is also sales management’s function to provide market feedback – i.e. the story behind the numbers, what customers want and what you see happening in the future.
While you might not think you want to pursue a career in sales, remember everyone sells. Whether you are in an interview, or you are trying to change someone’s opinion – you are selling. It is a life skill as well as a business skill.
We will explore sales and sales management through lectures, discussions on current business news, sales and business role play practice, papers, and presentations. Your participation, positive attitude and willingness to try new things, are keys to your success in this class.