(FALL 2009)

A core course in the Specialized Studies Program in Sales.
This course introduces sales and non-sales personnel to the selling process through practical and interactive discussions along with role-playing exercises designed to develop their confident implementation of these skills for a positive impact on the customer. Participants will learn and practice the necessary skills required to implement a proactive approach to selling that includes developing a customer-focused and solution based strategy in establishing strong relationships and long-term partnerships. Sales process, sales plans, and the challenges that may be encountered during the sales cycle will be discussed and tools for successfully going from planning to close are explored. Considerable class focus will be placed on effective questioning techniques, active listening and adaptive selling skills that will enhance the ability to effectively work with both external and internal customers.

Mark Stern, B.S. in Business Administration/Marketing, has over 30 years experience in sales and marketing including a position as V.P. of Sales and Marketing with a plastics processing company specializing in products for disposable medical devices. He has worked for an independent consulting company contracted with the Small Business Administration to provide management assistance to small businesses and is presently President of Oasis Marketing Group, a consulting firm to small and mid-size businesses. Stern is the Lead Instructor of the Marketing and Sales Account Management program at UCLA Extension and has also taught at California State University, Northridge and California State University, Fullerton.