INDS 3020 - Industrial Channel Selling

3 hours

Begins from the framework of understanding complex engineered systems and an understanding about interactions between constituent sub systems, and then parts. Focus on ensuring students understand the manufacturing, wholesaling, distribution and end-customer value channel in terms of acquisition and life cycle cost. Students will develop the inter-channel selling skills and strategies required by today’s professional technical salesperson. Topics include channel structure, channel-to-channel and business-to-business sales, channel communication skills, relationship selling, product and service strategies, sales force management and measuring performance.

Prerequisite(s): None.

Course specific fees (in addition to tuition and mandatory):
Academic (AF) per hour: $24.70