MKTG 3100-001: Fundamentals of Prof Selling

Course Modules

Course Syllabus, Calendar, Contact Information

Course Syllabus, Calendar, Contact Information Course Syllabus, Calendar, Contact Information

External Url

Zoom Class Meeting Link Zoom Class Meeting Link 3

external_url 2585581 0

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Attachment

Professional Selling Syllabus Spring2021_v2.docx Professional Selling Syllabus Spring2021_v2.docx 8

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Attachment

SP21 Classroom Cohort Roster.csv SP21 Classroom Cohort Roster.csv 10

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Attachment

SP21 Virtual Cohort Roster.csv SP21 Virtual Cohort Roster.csv 11

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Attachment

ProfessionalSellingDetailedCalendarSpring2021_Updated 4_8_21.xlsx ProfessionalSellingDetailedCalendarSpring2021_Updated 4_8_21.xlsx 12

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Weekly Plans SP21

Weekly Plans SP21 Weekly Plans SP21

Attachment

Pro Selling Plans for 1_15 1_18 and 1_20.docx Pro Selling Plans for 1_15 1_18 and 1_20.docx 1

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Attachment

Pro Selling Plan for Week of 1.25.2021.docx Pro Selling Plan for Week of 1.25.2021.docx 2

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Attachment

Pro Selling Plan for Week of 02.01.2021.docx Pro Selling Plan for Week of 02.01.2021.docx 3

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Attachment

Pro Selling Plan for Week of 02_08_21.docx Pro Selling Plan for Week of 02_08_21.docx 4

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Attachment

Pro Selling Plan for Week of 2_15_21.docx Pro Selling Plan for Week of 2_15_21.docx 5

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Attachment

Pro Selling Plan for Week of 02.22.2021.docx Pro Selling Plan for Week of 02.22.2021.docx 6

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Attachment

Pro Selling Plan for Week of 03.01.21.docx Pro Selling Plan for Week of 03.01.21.docx 7

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Attachment

Pro Selling Plan for Week of 03.08.21.docx Pro Selling Plan for Week of 03.08.21.docx 8

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Attachment

Pro Selling Plan for Week of 03.15.2021.docx Pro Selling Plan for Week of 03.15.2021.docx 9

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Attachment

Pro Selling Plan for Week of 03.22.2021.docx Pro Selling Plan for Week of 03.22.2021.docx 10

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Attachment

Pro Selling Plan for Week of 03.29.21.docx Pro Selling Plan for Week of 03.29.21.docx 11

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Attachment

Pro Selling Plan for Week of 4.5.21.docx Pro Selling Plan for Week of 4.5.21.docx 12

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Attachment

Pro Selling Plan for Week of 4.12.21.docx Pro Selling Plan for Week of 4.12.21.docx 13

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Lecture Recordings SP21

Lecture Recordings SP21 Lecture Recordings SP21

External Url

Lecture #1 Introduction to Professional Selling Lecture #1 Introduction to Professional Selling 1

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External Url

Gerry McCarthy Role and Value of Professional Selling Gerry McCarthy Role and Value of Professional Selling 2

external_url 2665471 0

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External Url

Lecture #3 and #4 The Business of Sales Lecture #3 and #4 The Business of Sales 3

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External Url

Lecture #5 Sales Plan and Preparation Lecture #5 Sales Plan and Preparation 4

external_url 2683963 0

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External Url

Lecture #6 Personality Types_Social Styles Lecture #6 Personality Types_Social Styles 5

external_url 2712544 0

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External Url

Lecture #7 Sales Communication Lecture #7 Sales Communication 6

external_url 2712545 0

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External Url

Lecture #8 Buying Process B2B Lecture #8 Buying Process B2B 7

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External Url

Lecture #9 Buying Process Hiring Process Lecture #9 Buying Process Hiring Process 8

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External Url

Lecture #10 Buying Process Philanthropic Lecture #10 Buying Process Philanthropic 9

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External Url

Lecture #11 Prospecting Lecture #11 Prospecting 10

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External Url

Lecture #12 Prospecting Lecture #12 Prospecting 11

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External Url

Lecture #13 Discovery Lecture #13 Discovery 12

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External Url

Lecture # 14 Discovery Lecture # 14 Discovery 13

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External Url

Lecture #15 Mid Term Exam Prep Lecture #15 Mid Term Exam Prep 14

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External Url

Lecture #16 Presentation of Capability Lecture #16 Presentation of Capability 15

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External Url

Lecture #17 Presentation of Capabilities 2 Lecture #17 Presentation of Capabilities 2 16

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External Url

Lecture #18 Presentation of Capability 3 Lecture #18 Presentation of Capability 3 17

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External Url

Lecture #19 Overcoming Objections Lecture #19 Overcoming Objections 18

external_url 2799204 0

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External Url

Lecture #20 Obtaining Commitment Lecture #20 Obtaining Commitment 19

external_url 2799205 0

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External Url

Lecture #21 Playbook Review Lecture #21 Playbook Review 20

external_url 2799206 0

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External Url

Lecture #22 Customer Experience Lecture #22 Customer Experience 21

external_url 2799207 0

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External Url

Lecture #23 Ethics Lecture #23 Ethics 22

external_url 2816353 0

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External Url

Lecture #24 Role Play Lecture #24 Role Play 23

external_url 2816371 0

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External Url

Last Class Lecture SP21 Last Class Lecture SP21 24

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Lecture Decks SP21

Lecture Decks SP21 Lecture Decks SP21

Attachment

Pro Selling Lecture #1; Intro To Professional SellingSP21.pptx Pro Selling Lecture #1; Intro To Professional SellingSP21.pptx 1

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Attachment

Pro Selling Lecture #2; Professional Selling Defined_SP21.pptx Pro Selling Lecture #2; Professional Selling Defined_SP21.pptx 2

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Score at least Must score at least to complete this module item Scored at least Module item has been completed by scoring at least Score at least % Must score at least % to complete this module item Scored at least % Module item has been completed by scoring at least % View Must view in order to complete this module item Viewed Module item has been viewed and is complete Mark done Must mark this module item done in order to complete Marked done Module item marked as done and is complete Contribute Must contribute to this module item to complete it Contributed Contributed to this module item and is complete Submit Must submit this module item to complete it Submitted Module item submitted and is complete
Attachment

Pro Selling Lecture #3; TheBusinessofSales SP21.pptx Pro Selling Lecture #3; TheBusinessofSales SP21.pptx 3

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Score at least Must score at least to complete this module item Scored at least Module item has been completed by scoring at least Score at least % Must score at least % to complete this module item Scored at least % Module item has been completed by scoring at least % View Must view in order to complete this module item Viewed Module item has been viewed and is complete Mark done Must mark this module item done in order to complete Marked done Module item marked as done and is complete Contribute Must contribute to this module item to complete it Contributed Contributed to this module item and is complete Submit Must submit this module item to complete it Submitted Module item submitted and is complete
Attachment

Pro Selling Lecture #4; Role and Value of Sales in Business (2).pptx Pro Selling Lecture #4; Role and Value of Sales in Business (2).pptx 4

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Attachment

Pro Selling Lecture #5; Sales and Mentor Call Planning Preparation Execution_SP21.pptx Pro Selling Lecture #5; Sales and Mentor Call Planning Preparation Execution_SP21.pptx 5

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Attachment

Pro Selling Lecture #6; SocialStyles_SP2021.pptx Pro Selling Lecture #6; SocialStyles_SP2021.pptx 6

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Attachment

Pro Selling Lecture#7; Sales Communication_SP2021.pptx Pro Selling Lecture#7; Sales Communication_SP2021.pptx 7

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Attachment

CU Spring 2021 SLDP AND Internship General Presentation - CU Short.pdf CU Spring 2021 SLDP AND Internship General Presentation - CU Short.pdf 9

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Attachment

Pro Selling Lecture #8; Buying Roles Buying Process_SP21.pptx Pro Selling Lecture #8; Buying Roles Buying Process_SP21.pptx 10

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Attachment

Lecture #9; Prospecting, LeadGeneration, FunnelMgt_SP21.pptx Lecture #9; Prospecting, LeadGeneration, FunnelMgt_SP21.pptx 11

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Attachment

Pro Selling Lecture #10; Discovery_SP21.pptx Pro Selling Lecture #10; Discovery_SP21.pptx 12

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Attachment

Pro Selling Midterm Exam Prep SP21.pptx Pro Selling Midterm Exam Prep SP21.pptx 13

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Attachment

Pro Selling Lecture #11; Presentation of Capability_SP21 .pptx Pro Selling Lecture #11; Presentation of Capability_SP21 .pptx 14

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Attachment

ProSellingLecture#12; PresentationsandStorytelling(TED)_SP 21.pptx ProSellingLecture#12; PresentationsandStorytelling(TED)_SP 21.pptx 15

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Attachment

Pro Selling Lecture #13 Managing Objections SP21 .pptx Pro Selling Lecture #13 Managing Objections SP21 .pptx 16

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Attachment

Pro Selling Lecture #14; Obtaining Commitment and Negotiation SP21 .pptx Pro Selling Lecture #14; Obtaining Commitment and Negotiation SP21 .pptx 17

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Attachment

Pro Selling Lecture #15; Capstone Sales Playbook Workshop SP 21 .pptx Pro Selling Lecture #15; Capstone Sales Playbook Workshop SP 21 .pptx 18

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Attachment

Pro Selling Lecture #16 ManagingTheCustomerExperience (1).pptx Pro Selling Lecture #16 ManagingTheCustomerExperience (1).pptx 19

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Attachment

Pro Selling Lecture #16; Ethics SP21 .pptx Pro Selling Lecture #16; Ethics SP21 .pptx 20

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Attachment

Pro Selling Lecture #17; Sales Role Play SP21 .pptx Pro Selling Lecture #17; Sales Role Play SP21 .pptx 21

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Attachment

Pro Selling Lecture #18; Sales Role Play Prep.pptx Pro Selling Lecture #18; Sales Role Play Prep.pptx 22

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Attachment

Pro Selling Lecture- Last Class SP21 Notes.pptx Pro Selling Lecture- Last Class SP21 Notes.pptx 23

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Buying Process

Buying Process Buying Process

External Url

Philanthropic Investing; Michael Leeds Philanthropic Investing; Michael Leeds 1

external_url 2476384 0

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External Url

Recruiting and Selection Process; Andrew Kollaritsch (Gallo Wines) Recruiting and Selection Process; Andrew Kollaritsch (Gallo Wines) 2

external_url 2476385 0

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External Url

B2B Purchase Decision Process; Aisha Jackson, PhD (CU OIT) B2B Purchase Decision Process; Aisha Jackson, PhD (CU OIT) 3

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Attachment

CU Learning Management System Purchase Decision.pptx CU Learning Management System Purchase Decision.pptx 4

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External Url

D2L to Canvas Migration D2L to Canvas Migration 5

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Attachment

LMS Evaluation RFP LMS Evaluation RFP 6

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Attachment

Canvas LMS RFP Response Canvas LMS RFP Response 7

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Rapport and Credibility

Rapport and Credibility Rapport and Credibility

Attachment

Rapport and Credibility Rapport and Credibility 1

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Personality Profiles

Personality Profiles Personality Profiles

External Url

PDP ProScan Survey PDP ProScan Survey 1

external_url 2476391 0

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External Url

PDP eLearning Course PDP eLearning Course 2

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External Url

Interview/coaching session with Brent Hubby, CEO of PDP Interview/coaching session with Brent Hubby, CEO of PDP 3

external_url 2476393 0

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Sales Communication

Sales Communication Sales Communication

External Url

Interpersonal Communication Skills Interpersonal Communication Skills 1

external_url 2476394 0

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External Url

Non Verbal Communication Overview Non Verbal Communication Overview 2

external_url 2476395 0

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External Url

Personal Appearance Personal Appearance 3

external_url 2476396 0

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External Url

Virtual Communication Tips Virtual Communication Tips 4

external_url 2698975 0

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Student Questionairre

Student Questionairre Student Questionairre

Attachment

Student Questionairre Student Questionairre 1

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PackBack

PackBack PackBack

Attachment

PackBack Student Instructions.docx PackBack Student Instructions.docx 1

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Attachment

PackBack Intro Deck.pptx PackBack Intro Deck.pptx 2

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Capstone Sales Role Play 2021

Capstone Sales Role Play 2021 Capstone Sales Role Play 2021

Attachment

CU Professional Selling Role Play Feedback Scorecard.docx CU Professional Selling Role Play Feedback Scorecard.docx 2

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External Url

Brian's Role Play Practice/Strategy Session Brian's Role Play Practice/Strategy Session 3

external_url 2476369 0

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External Url

Intercollegiate Role Play Sales Call Intercollegiate Role Play Sales Call 4

external_url 2476382 0

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External Url

Briefing Call with Trisha McKean (recording) Briefing Call with Trisha McKean (recording) 5

external_url 2476373 0

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Attachment

LeedsSchoolofBusinessPitchDeck.pptx LeedsSchoolofBusinessPitchDeck.pptx 6

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Attachment

CUProfessionalSellingProgram:PitchDeck.pptx CUProfessionalSellingProgram:PitchDeck.pptx 7

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External Url

CU Website CU Website 8

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Attachment

FY21 Scholarship Case for Support.pdf FY21 Scholarship Case for Support.pdf 9

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Attachment

FY20 Scholarships Impact Report.pdf FY20 Scholarships Impact Report.pdf 10

attachment 2476378 0

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Attachment

Pro Selling Lecture #18; Sales Role Play Prep.pptx Pro Selling Lecture #18; Sales Role Play Prep.pptx 11

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Attachment

SP 21 Commitment Agreement and Letter of Intent.docx SP 21 Commitment Agreement and Letter of Intent.docx 12

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Ethics

Ethics Ethics

Attachment

Dell-Code-of-Conduct-External.pdf Dell-Code-of-Conduct-External.pdf 1

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Attachment

SalesCodeofEthics SalesCodeofEthics 2

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Attachment

Ethics Questions Ethics Questions 3

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eSolutions

eSolutions eSolutions

External Url

Gerry McCarthy Profile Gerry McCarthy Profile 1

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External Url

What is Revenue Cycle Management? What is Revenue Cycle Management? 2

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External Url

eSolutions website eSolutions website 3

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Professional Sales Mentors

Professional Sales Mentors Professional Sales Mentors

Attachment

ProfessionalSalesMentorsProgramDescription ProfessionalSalesMentorsProgramDescription 2

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Attachment

Mentor Call Assignment Submission (e-mail thread) example 2.docx Mentor Call Assignment Submission (e-mail thread) example 2.docx 5

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Attachment

Sales Mentor Call Plan & Report_GOOD_EXAMPLE.docx Sales Mentor Call Plan & Report_GOOD_EXAMPLE.docx 6

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Attachment

Mentor Call Planning and Preparation Process Overview.mp4 Mentor Call Planning and Preparation Process Overview.mp4 8

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Attachment

ProSalesMentorsGradingRubric_3.pptx ProSalesMentorsGradingRubric_3.pptx 10

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Attachment

Sales Call Plan Report Template with Example.docx Sales Call Plan Report Template with Example.docx 11

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External Url

Mentor Assignments SP21 Mentor Assignments SP21 12

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Instructors Background

Instructors Background Instructors Background

External Url

Scott Hansen LinkedIn Profile Scott Hansen LinkedIn Profile 1

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External Url

Brian Higgins LinkedIn Profile Brian Higgins LinkedIn Profile 2

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Professional Selling Reference Materials

Professional Selling Reference Materials Professional Selling Reference Materials

External Url

Glossary of Sales Terms (url) Glossary of Sales Terms (url) 1

external_url 2476471 0

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External Url

Top 500 Sales Organizations (2018) Top 500 Sales Organizations (2018) 2

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External Url

50 Best Companies to Sell For 50 Best Companies to Sell For 3

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External Url

Top Paying Tech Sales Jobs Top Paying Tech Sales Jobs 4

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External Url

Eight High Paying Sales Jobs Eight High Paying Sales Jobs 5

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Sales Playbooks

Sales Playbooks Sales Playbooks

Attachment

Capstone Playbook Assignment Instructions and Grading Rubric SP21.docx Capstone Playbook Assignment Instructions and Grading Rubric SP21.docx 1

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Attachment

Sales Playbook Notes Template FA20.docx Sales Playbook Notes Template FA20.docx 2

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Attachment

Sales Playbook Template #1-Ralphie Buffalo (ppt with doc paste).pptx Sales Playbook Template #1-Ralphie Buffalo (ppt with doc paste).pptx 3

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Attachment

Sales Playbook Template #2-Mona Lisa(ppt).pptx Sales Playbook Template #2-Mona Lisa(ppt).pptx 4

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Attachment

Sales Playbook Template #3-based on Notes Template.docx Sales Playbook Template #3-based on Notes Template.docx 5

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Attachment

Sales Playbook Template SP21.docx Sales Playbook Template SP21.docx 6

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Attachment

Sample PlayBookFInalMichelleTrietsche.pptx Sample PlayBookFInalMichelleTrietsche.pptx 7

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Attachment

Sample Sales Playbook Final Martin Kier.pptx Sample Sales Playbook Final Martin Kier.pptx 8

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Score at least Must score at least to complete this module item Scored at least Module item has been completed by scoring at least Score at least % Must score at least % to complete this module item Scored at least % Module item has been completed by scoring at least % View Must view in order to complete this module item Viewed Module item has been viewed and is complete Mark done Must mark this module item done in order to complete Marked done Module item marked as done and is complete Contribute Must contribute to this module item to complete it Contributed Contributed to this module item and is complete Submit Must submit this module item to complete it Submitted Module item submitted and is complete