Particular emphasis is focused on skills, strategies, resources and nuances related to telephone prospecting and inside selling. Specifically, topics include cold-calling, qualifying prospects, maximizing referrals, developing relationships, closing and maximizing personal resources (ie. time, leads, relationships, technologies, networking opportunities). Integrated throughout the course, students gain hands on experience utilizing a customer relationship management (CRM) application, online networking tools/applications, and online prospect / lead generation portals. By employing an inside sales laboratory in Barsema Hall, students strengthen their knowledge with significant experiences of actively selling a product in the Business to Business environment to the national market.