Resources for Your Advanced Selling Course
Here are materials to assist in your sales educator needs.
Please feel free to download them or click for more information about an advanced selling course,
or if you want to create an advanced selling course at your University.
Teach Professional Selling? Check out the “Professional Selling” bundle.
Integrate the hands-on courseware with the simulation with this syllabus.
Propose an Advanced Selling course with this helpful template.
Stukent integrates with an LTI 1.3 LMS. View all the capabilities and information here.
Train today’s students to be
tomorrow’s professional sellers!
Real-world Sales Applications
Prepare your students for selling success with Allen and Kelly’s “Advanced Selling and Sales Management” courseware and the Advanced Selling Simternship™! These resources paired together take 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 and Simternship™ gives your students experience identifying key stakeholders, building value propositions, planning sales cadences, creating prospecting campaigns, holding discovery calls, resolving customer concerns, and more.
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
Updated every year
with lifetime access for students.
100+ resources
Case studies, lecture slides, exams, lesson plans, and more.
Stukent Support team
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 & complaints
Choose and implement a selling methodology
Implement negotiation and closing strategies
Use customer psychology to overcome common objectives
Conduct engaging, personalized virtual meetings
Perform customer-based analytics to optimize targeting
Meet the Authors:
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 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.
Give your students
hands-on sales experience
In the Advanced Selling Simternship™, students will work as account executives for SalesHub, a fictitious customer relationship management (CRM) company. Over 13 rounds, students will identify key stakeholders, build value propositions, plan sales cadences, create prospecting campaigns, hold discovery calls, resolve customer concerns, and more. The Advanced Selling Simternship™ gives you a robust, engaging tool to train today’s students to be tomorrow’s professional sellers!
Stukent Simternships™ — Redefine Business Education
Redefine hands-on education with a Stukent Simternship™! A Simternship goes beyond your average business simulation, giving your students the opportunity to put the concepts you’re teaching them to work.
A Stukent Simternship packs months of role-specific training into a single semester. Your students will step into real-world positions, allowing them to gain experience, master marketable skills, increase their knowledge retention, and yes, even make mistakes in a low-risk environment.
With Stukent Simternships, your students get a powerful, resume-worthy experience, while you get a hassle-free semester. Talk to a Stukent course consultant today to see how a Simternship can transform your classroom!
Simplify Education
with LMS Integration
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