The Professional Selling Bundle
Stukent bundles include:
- Hundreds of instructor and student resources
- First-in-the-world Simternships™
- Continuously updated courseware
All Stukent bundles are designed to make teaching a cohesive experience from start to finish, while conveniently saving you and your students time.
Bundles include the Simternship and courseware that work hand-in-hand to provide an engaging learning experience.
The up-to-date foundational theory and real-world experience found in the Professional Selling bundle is a powerful combination to prepare students to be successful in the modern world of sales.
Professional Selling Simternship™
KEY LEARNING OBJECTIVES
Students will learn how to:
- Analyze CRM data
- Create matrices
- Analyze customer profiles
- Identify appropriate value propositions for different customer profiles
- Research and conduct discovery calls
- Address customer needs
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!
"Professional Selling: A Guide for the Modern Sales Professional"
A note from the authors:
Every year thousands of college graduates enter a career in professional selling, and only a fraction of these students have learned how to succeed as an entry-level seller.
The goal of this courseware is to help students prepare for a career in professional selling by focusing on knowledge and skills. Professional Selling: A Guide for the Modern Sales Professional includes insights from leading selling professionals and videos created by sales executives specifically for this courseware that focus on innovative and modern selling topics such as social selling, CRM, selling analytics, value-based selling, mental aspects of professional selling, and closing strategies.
Instructors will find that the courseware is as much a professional selling training program as it is a traditional textbook. The accompanying slides and lesson plans offer professors a step-by-step guide for in-depth class discussions and application-based role playing which turns the classroom into an engaging and training-like atmosphere.
The instructor resources include:
- 13 Adaptable Lesson Plans
- 48 Video Lessons
- 25 Individual Assignments
- 1 Ongoing Project
- 1 Sample Syllabus
- 13 Lecture Presentations
Table of Contents
Chapter 1 – What is Professional Selling?
Chapter 2 – Mentality of Successful Sellers
Chapter 3 – Planning and Goal Setting
Chapter 4 – Strategic Sales Management and Analytics
Chapter 5 – Understanding Prospective Customers
Chapter 6 – Traditional Prospecting Methods
Chapter 7 – Digital Prospecting and Social Selling
Chapter 8 – Discovery Meetings with Prospective Customers
Chapter 9 – Creating Individualized Customer Value
Chapter 10 – Demonstrations and Proposals
Chapter 11 – Closing the Deal
Chapter 12 – Maintaining and Utilizing Customer Relationships
Chapter 13 – Improving Selling Skills
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 B.S. 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. currently teaches or 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 paper award. B.J. also received the PDMA (Product Development Management Association) best dissertation award. In 2020, B.J. was awarded the Walton College of Business 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, who has successfully sold in both the public and private sectors, 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.
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