IE 4500: Technical Sales for Engineers
Credits: 3. Contact Hours: Lecture 3.
Prereq: Credit or enrollment in IE 3050
Technical sales process methodology, tools and techniques. Customer relationship management (CRM) sales automation applications, prospecting and lead qualification, market analysis and industry segmentation. Responding to prospective requests for quotation and proposal (RFQs and RFPs) in written and verbal form. Technical needs analysis, business value proposition development, proposal creation and competitive positioning. Evaluating organizational decision-making processes and people, being a trusted advisor, and practicing sales closing strategies.
(Typically Offered: Fall)