Advanced Selling and Sales Management Courseware

Take Students Beyond Foundational Sales Theory

A Comprehensive Professional Sales Curriculum that Closes the Deal

Give students a competitive edge in the business world.

Real-world Sales Applications

Prepare your students for selling success with Allen and Kelly’s “Advanced Selling and Sales Management” courseware! This courseware takes students beyond basic selling techniques, strategies, and psychology, helping them build valuable skills they can apply to careers in sales, marketing, and beyond. Packed with turnkey resources developed for educators, by educators, this courseware gives you all the tools you need to teach a practical, engaging course without the hassle or stress! 

"Advanced Selling and Sales Management"

B.J. Allen and Donald Kelly

Chapter 1: Foundations of Professional Selling

Chapter 2: The Sales Process

Chapter 3: Selling Analytics and Research

Chapter 4: Landing Large Accounts

Chapter 5: Asking Questions and Sales Methodologies

Chapter 6: Resolving Customer Concerns

Chapter 7: Closing and Negotiations

Chapter 8: Virtual Sales Meetings

Chapter 9: Lead Generation and Social Selling

Chapter 10: Sales Management: Hiring and Managing a Sales Team

Chapter 11: Sales Management: Motivating and Coaching Sellers

Chapter 12: Sales Management: International Selling

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Definition of Courseware

Updated every year

with lifetime access for students.

100+ resources

Case studies, lecture slides, exams, lesson plans, and more.

Virtual TA by Stukent

with a 96% customer service satisfaction rating.

Skill-focused

Courseware designed to employ students with industry-ready skills.

Expert Sessions

Engaging video lectures from sales professionals.

Additional Resources

Stukent has a Resource Library with blogs, webinars, and more!

Differentiate between selling to small and large companies
Perform customer-based analytics to optimize targeting
Uncover the buyer’s needs during the sales process
Differentiate between customer objections and complaints
Choose and implement a selling methodology
Implement negotiation and closing strategies
Use customer psychology to overcome common objectives
Conduct engaging, personalized virtual meetings

Meet the Authors:

B.J. Allen

B.J. Allen

B.J. Allen is an assistant professor of marketing at Brigham Young University in Provo, Utah. Prior to moving to Brigham Young University, B.J. worked as an assistant professor of marketing at the University of Arkansas. B.J. earned his bachelor's degree in business management from Brigham Young University and his Ph.D. in marketing from the University of Texas-San Antonio. His research interests include marketing strategy, new product innovation, professional selling, and marketing strategies in networked markets. His research has been published in leading academic journals such as the Journal of Marketing, Journal of Retailing, Journal of Product Innovation Management, and Journal of Cultural Economics. He serves on the editorial board of the Journal of Product Innovation Management.

B.J. has taught new product innovation, marketing strategy, and professional selling. He was a finalist for the Matthew Joseph Emerging Scholar Award and the Journal of Marketing Best Article Award. B.J. also received the PDMA's (Product Development Management Association) best dissertation award. In 2020, B.J. was awarded the Walton College of Business's outstanding teacher of the year. He loves sports, being outdoors, and spending time with his awesome family. He resides in Provo, Utah with his wife Angie and their five children.

Donald Kelly

Donald Kelly

Donald Cecil Kelly’s mission is to evangelize the method of effective selling and motivate sellers of all levels to do BIG things! As a former top-performing technology sales professional, Donald was able to crack the code of helping teams thrive in sales. Donald has designed his training around concrete fundamental principles adaptable by any seller. He has helped sellers from companies all over the world build confidence in their selling abilities and increase revenue as a result. Organizations such as Rock Venture (Quicken Loans), HairClub, VMWare, Consolidated Electrical Distributors LLC (CEB), Salt Edge, Charter Spectrum, and Hibu/The Real Yellow Pages, Citi Group, and New York Life. Along with helping for-profit organizations, Donald has also assisted non-profit firms such as Florida State Minority Supplier Development Council, the Eastern Minority Supplier Development Council, GEAR UP, and Cal Poly University.

As a speaker, Donald has spoken to audiences all across the country and has shared the stage with speakers such as Aisha Tyler, Sarah Koenig, Chris Brogan, and Marc Maron. In addition to training sales professionals in workshops, online courses, keynote presentations, and students as an adjunct professor at Brigham Young University-Idaho, Donald is the host of a popular sales podcast called “The Sales Evangelist”. With listeners in over 155 countries and over 3.5 million all-time downloads, the podcast has received recognition from publications such as Entrepreneur Magazine, Inc. Magazine, Forbes, HubSpot, The Huffington Post, and the South Florida Business Journal.

Join the waitlist for the simulation.

One of Stukent’s key differentiators is the simulations. 

Give your students hands-on experience managing sales accounts, pitching discovery calls for enterprise-level accounts, and more with the Mimic Advanced Selling simulation.

By joining the waitlist, you will get notifications of simulation updates and it’s release date.

Simplify Education

with LMS Integration

Single Sign-on   |   Rostering   |   Grade Book Syncing​  |  Deep Linking

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Available Fall 2023