|Graduate Catalog StKate.edu|
Topics: Creating Competitive Advantage: The Synergy Between Marketing, Sales and Strategy
Credits: 3 cr
In today's economy, it is more important than ever that an organization's development and sales initiatives are customer centric, strategic and proactive. This course focuses on the need for the organization's sales leadership to develop a sales strategy that is integrated wtih the overall mission and capabilities of the organization, rooted in the values of the customer and positioned to provide a competitive advantage to the organization.
Strategic sales leadership requires developing and executing a strategic message of uniqueness, an integrated sales plan and attention to the sales process. You will use a combination of cases, readings, discussion exercises and examples from your current organization to develop an understanding of how to lead your sales or business development organization, whether for-profit or non-profit, to a higher, more effective level.