The key to the development of superior customer sales strategy is detailed intelligence. This course investigates sources of customer data, the state of data management technology and the contribution that current and accurate customer information can make in changing sales strategy. Students gain an appreciation of data leveraging, or the use of customer insight to produce winning selling strategies.
Students work with the technical tools of selling, including on demand segmentation and research systems from the ACNielsen Company, the Saleforce.com CRM system and a variety of on demand CRM applications. Upon completion of this course, students have acquired significant skill in using technology to resolve sales cases.