The advanced selling course focuses on relationship and consultative selling with emphasis on value-added selling, major account selling, coordination between salespeople and the firm's other functional areas, team selling, negotiating, communication styles, career management, and personal development.
Each student gives at least four video-taped, role-play presentations, actively uses the laptop (ACT 3.0 and Microsoft Office), works closely with actual salespeople and managers, and does extensive research on an industry and two companies. The class includes many guest speakers, mock interviews, written sales proposals, a computer simulation on major account selling, and a ride-day with a salesperson in the student's field of interest.