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Selling

This program, designed for mid-level sales professionals, will re-characterize the selling process into the essential steps of getting meetings, gaining customer traction, and closing the sale. Elements of this framework will be defined, and methodology for implementing a successful sales strategy will be explored. Participants will develop action plans using these essential tools to enhance sales skills and improve professional performance.

January 26-27, 2021, 10:00 am – 2:00 pm CST and January 28, 10:00 – 11:30 am CST

Access via  Zoom and learn.WashU (Washington University Olin Business School’s virtual education platform)

Program Outline

Day 1

  • Introduction
  • Overview of The Selling Process
  • Group Assignment
  • Digital Realities

Day 2

  • Middle Steps: The What and The How
  • Managing the Prospect
  • Group Assignment
  • Outer Steps: Start and Finish

Day 3

  • Individual Development Plans
  • Conclude

Seats are limited. Register early, and contact Monique Combs with questions.

Monique Combs
mcombs@msci.org
(847) 485-3004 or (708) 704-1289

Faculty

Professor Samuel Chun, Assistant Dean & Managing Director of Executive Education Professor of Management Practice, Washington University, Olin Business School  

Samuel Chun currently instructs in Olin’s Executive, Professional and full-time MBA programs, teaching Strategic Management, Business Analytics and Marketing courses, as well as Innovation, and Sales & Customer Management. Sam also instructs in MSCI’s Strategic Metals Management program and has been working with metals companies for over a dozen years.

Sam has extensive consulting experience in metals, chemicals, agriculture, biotechnology and financial services industries. He has offered a variety of Harvard Business School Cases and Harvard Business School Notes.   

Sam has a Ph.D. in Business Administration from Washington University, St. Louis, MO and a B.A. in Economics/Philosophy from Grinnell College, IA.