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Call CPD at (208) 426-3861, and provide your VISA, MasterCard, or Discover.

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Call (208) 426-1300 and send the completed Registration Form.

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Print the Registration Form and mail to:
Boise State University
Ctr. for Professional Development
1910 University Dr.
Boise, ID 83725-1660

Fee Information

Fees

$210 per person, per program includes all materials. Early Bird Rate: $195 if registered by Feb. 18!

Groups

Group discounts are available for three or more participants registering from the same organization.

To Learn More

View The Brochure

You may view or download the Fall Catalog (pdf). Or email us and we will email the catalog to you. If you prefer, we can also mail you a printed catalog. Just let us know the mailing address in an email or by calling us at (208) 426-3861.

Basics of Business to Business Professional Selling

Professional selling is about building long-term relationships between suppliers and customers

These relationships are not built via tricks and high-pressure tactics. Rather, they evolve over time as trust develops. By following the process of professional selling from the early stages of prospecting through face-to-face presentations and closing the sale in a professional manner, long-term relationships are built and reinforced.

Objectives:

  • Efficiently and effectively approach the sales process.
  • Work the telephone to effectively convey your message while qualifying prospects.
  • Handle objections and practice concrete suggestions to get orders.
  • Take the fear out of determining what to say when you see the prospect.
  • Maximize face time.

Benefits of Attending:

Learn relationship selling and the steps to successful sales. Through group discussions and activities, you will uncover ways to apply these steps so that you negotiate and communicate more effectively.

Who Should Attend:

Everyone in a sales or organizational development role.

Dates/Times:

March 2010 Dates Coming Soon | 9 am-4 pm

Presenter:

Kirk Smith, Ph.D.  Associate Dean, Business Graduate Studies and Executive Education, Boise State University. 

Dr. Smith holds a Bachelor of Mechanical Engineering and an MBA from Colorado State University.  He earned his Ph.D. in Marketing from The University of Houston.  Prior to Dr. Smith's academic career, he held management roles for 10 years, and turned 2 companies from non-profitable to profitable.  He specializes in marketing strategy, professional selling, and sales management and has consulted for numerous companies including Extended Systems, Hewlett-Packard, Stellar Dynamics, and WRC Advertising.  He has won teaching awards at both the University of Houston and Boise State University.  Dr. Smith has published research in the Journal of Personal Selling and Sales Management, Industrial Marketing Management, and the Journal of Marketing for Higher Education.

Location:

Boise State Campus, Business and Economics Building, Room 206

Fees:

$210 per person, includes all materials

*Early Bird Rate: $195 if registered by February 18!

Groups:

Group discounts are available for three or more participants registering from the same organization.

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Contact Us For More Information

Center for Professional Development, 1910 University Drive, Boise, ID 83725-1660

Phone: (208) 426-3861

Email: cpdinfo@boisestate.edu

Reviewed: June 9, 2009