{"id":35451,"date":"2022-12-16T15:57:02","date_gmt":"2022-12-16T20:57:02","guid":{"rendered":"https:\/\/administracion.uniandes.edu.co\/?post_type=curso&p=35451"},"modified":"2023-06-22T14:38:17","modified_gmt":"2023-06-22T19:38:17","slug":"professional-selling","status":"publish","type":"curso","link":"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/","title":{"rendered":"Professional Selling"},"featured_media":0,"template":"","meta":{"_acf_changed":false},"area-academica":[],"tematica":[],"ano-curso":[18],"block":[],"class_list":["post-35451","curso","type-curso","status-publish","hentry","ano-curso-18"],"acf":[],"yoast_head":"\nProfessional Selling - Facultad de Administraci\u00f3n | Uniandes<\/title>\n<meta name=\"description\" content=\"The objective of this course is to introduce students to the many issues undertaken by salespeople in international settings...\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Professional Selling - Facultad de Administraci\u00f3n | Uniandes\" \/>\n<meta property=\"og:description\" content=\"The objective of this course is to introduce students to the many issues undertaken by salespeople in international settings...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/\" \/>\n<meta property=\"og:site_name\" content=\"Facultad de Administraci\u00f3n | Uniandes\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/AdmonUniandes\" \/>\n<meta property=\"article:modified_time\" content=\"2023-06-22T19:38:17+00:00\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:site\" content=\"@admonuniandes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/curso-verano\\\/professional-selling\\\/\",\"url\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/curso-verano\\\/professional-selling\\\/\",\"name\":\"Professional Selling - Facultad de Administraci\u00f3n | Uniandes\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/#website\"},\"datePublished\":\"2022-12-16T20:57:02+00:00\",\"dateModified\":\"2023-06-22T19:38:17+00:00\",\"description\":\"The objective of this course is to introduce students to the many issues undertaken by salespeople in international settings...\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/curso-verano\\\/professional-selling\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/curso-verano\\\/professional-selling\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/curso-verano\\\/professional-selling\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Inicio\",\"item\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Summer Courses\",\"item\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/curso-verano\\\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"Professional Selling\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/#website\",\"url\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/\",\"name\":\"Facultad de Administraci\u00f3n | Uniandes\",\"description\":\"FACULTAD DE ADMINISTRACI\u00d3N DE EMPRESAS UNIANDES\",\"publisher\":{\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/#organization\",\"name\":\"FACULTAD DE ADMINISTRACI\u00d3N DE EMPRESAS UNIANDES\",\"url\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/wp-content\\\/uploads\\\/2021\\\/11\\\/logo-google.jpg\",\"contentUrl\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/wp-content\\\/uploads\\\/2021\\\/11\\\/logo-google.jpg\",\"width\":400,\"height\":400,\"caption\":\"FACULTAD DE ADMINISTRACI\u00d3N DE EMPRESAS UNIANDES\"},\"image\":{\"@id\":\"https:\\\/\\\/administracion.uniandes.edu.co\\\/en\\\/#\\\/schema\\\/logo\\\/image\\\/\"},\"sameAs\":[\"https:\\\/\\\/www.facebook.com\\\/AdmonUniandes\",\"https:\\\/\\\/x.com\\\/admonuniandes\",\"https:\\\/\\\/www.instagram.com\\\/admonUniandes\\\/\",\"https:\\\/\\\/www.linkedin.com\\\/school\\\/admonuniandes\\\/\",\"https:\\\/\\\/www.youtube.com\\\/channel\\\/UCGrhbabfslM28GkNSMN90IQ\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Professional Selling - Facultad de Administraci\u00f3n | Uniandes","description":"The objective of this course is to introduce students to the many issues undertaken by salespeople in international settings...","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/","og_locale":"en_US","og_type":"article","og_title":"Professional Selling - Facultad de Administraci\u00f3n | Uniandes","og_description":"The objective of this course is to introduce students to the many issues undertaken by salespeople in international settings...","og_url":"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/","og_site_name":"Facultad de Administraci\u00f3n | Uniandes","article_publisher":"https:\/\/www.facebook.com\/AdmonUniandes","article_modified_time":"2023-06-22T19:38:17+00:00","twitter_card":"summary_large_image","twitter_site":"@admonuniandes","schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/","url":"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/","name":"Professional Selling - Facultad de Administraci\u00f3n | Uniandes","isPartOf":{"@id":"https:\/\/administracion.uniandes.edu.co\/en\/#website"},"datePublished":"2022-12-16T20:57:02+00:00","dateModified":"2023-06-22T19:38:17+00:00","description":"The objective of this course is to introduce students to the many issues undertaken by salespeople in international settings...","breadcrumb":{"@id":"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/professional-selling\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Inicio","item":"https:\/\/administracion.uniandes.edu.co\/en\/"},{"@type":"ListItem","position":2,"name":"Summer Courses","item":"https:\/\/administracion.uniandes.edu.co\/en\/curso-verano\/"},{"@type":"ListItem","position":3,"name":"Professional Selling"}]},{"@type":"WebSite","@id":"https:\/\/administracion.uniandes.edu.co\/en\/#website","url":"https:\/\/administracion.uniandes.edu.co\/en\/","name":"Facultad de Administraci\u00f3n | Uniandes","description":"FACULTAD DE ADMINISTRACI\u00d3N DE EMPRESAS UNIANDES","publisher":{"@id":"https:\/\/administracion.uniandes.edu.co\/en\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/administracion.uniandes.edu.co\/en\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/administracion.uniandes.edu.co\/en\/#organization","name":"FACULTAD DE ADMINISTRACI\u00d3N DE EMPRESAS UNIANDES","url":"https:\/\/administracion.uniandes.edu.co\/en\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/administracion.uniandes.edu.co\/en\/#\/schema\/logo\/image\/","url":"https:\/\/administracion.uniandes.edu.co\/wp-content\/uploads\/2021\/11\/logo-google.jpg","contentUrl":"https:\/\/administracion.uniandes.edu.co\/wp-content\/uploads\/2021\/11\/logo-google.jpg","width":400,"height":400,"caption":"FACULTAD DE ADMINISTRACI\u00d3N DE EMPRESAS UNIANDES"},"image":{"@id":"https:\/\/administracion.uniandes.edu.co\/en\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.facebook.com\/AdmonUniandes","https:\/\/x.com\/admonuniandes","https:\/\/www.instagram.com\/admonUniandes\/","https:\/\/www.linkedin.com\/school\/admonuniandes\/","https:\/\/www.youtube.com\/channel\/UCGrhbabfslM28GkNSMN90IQ"]}]}},"otros_campos":{"modalidad":"Online-PM","descripcion_curso":"<p>The objective of this course is to introduce students to the many issues undertaken by salespeople in international settings, while learning to sell themselves, their company, and their products\/services in countries worldwide, all within a socially responsible and ethical framework. Students will learn the basic tenets of adaptive, relationship selling in dealing with various sales situations and business cultures\u2014as well as the power of SPIN selling to obtain commitment in larger, more complex transactions, while getting multiple chances to practice the art of presenting, selling, negotiating, and closing through numerous presentations and role-plays both in teams and individually.<\/p>\n","universidad":"University of San Diego","logo_universidad":false,"profesor":"Carlton O' Neal","acerca_profesor":"<p>Carlton O\u2019Neal is a professor of marketing at University of San Diego. He has a 25-year experience in technology, global entrepreneurship, marketing, sales and business development. He teaches marketing, business-to-business marketing and professional selling and sales.<br \/>\nPreviously, he held vice president and CEO positions with various startup and public technology companies in the U.S. and abroad, and pioneered the creation of the first commercial 4G standard in the world called WiMAX. O\u2019Neal was involved in strategic planning and leadership including market targeting, positioning and differentiating, developing key early customers and partnerships and marketing and selling products and services. O\u2019Neal began his career in various management positions at voicemail inventor Octel and AT&T, and practiced corporate, technology and securities law at Baker & Botts, the oldest and largest technology law firm in the southwest United States.<\/p>\n","cv_profesor":{"ID":35279,"id":35279,"title":"carlton-oneal","filename":"carlton-oneal.pdf","filesize":98522,"url":"https:\/\/administracion.uniandes.edu.co\/wp-content\/uploads\/2022\/12\/carlton-oneal.pdf","link":"https:\/\/administracion.uniandes.edu.co\/en\/noticias\/cems-mim-jumps-six-places-to-rank-4th-in-the-world-in-the-qs-masters-in-management-mim-ranking-2026\/carlton-oneal-2-2\/","alt":"","author":"3","description":"","caption":"","name":"carlton-oneal-2-2","status":"inherit","uploaded_to":97083,"date":"2022-12-16 13:10:32","modified":"2025-10-30 17:40:05","menu_order":0,"mime_type":"application\/pdf","type":"application","subtype":"pdf","icon":"https:\/\/administracion.uniandes.edu.co\/wp-includes\/images\/media\/document.png"},"otro_profesor":false,"horario":"Monday-Friday<br \/>\r\n(6:00 p.m. \u2013 9:00 p.m.) <br \/>\r\n<br \/>\r\nSaturday (9:00 a.m. \u2013 12:00 m.)<br \/>\r\n<br \/>\r\n","temario":{"ID":37314,"id":37314,"title":"professional-selling","filename":"professional-selling.pdf","filesize":632180,"url":"https:\/\/administracion.uniandes.edu.co\/wp-content\/uploads\/2023\/01\/professional-selling.pdf","link":"https:\/\/administracion.uniandes.edu.co\/en\/noticias\/cems-mim-jumps-six-places-to-rank-4th-in-the-world-in-the-qs-masters-in-management-mim-ranking-2026\/professional-selling-2\/","alt":"","author":"7","description":"","caption":"","name":"professional-selling-2","status":"inherit","uploaded_to":97083,"date":"2023-01-27 22:11:29","modified":"2025-10-30 17:40:08","menu_order":0,"mime_type":"application\/pdf","type":"application","subtype":"pdf","icon":"https:\/\/administracion.uniandes.edu.co\/wp-includes\/images\/media\/document.png"},"date":"Block 2<br \/>\r\nJune 20th-June 30th"},"_links":{"self":[{"href":"https:\/\/administracion.uniandes.edu.co\/en\/wp-json\/wp\/v2\/curso\/35451","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/administracion.uniandes.edu.co\/en\/wp-json\/wp\/v2\/curso"}],"about":[{"href":"https:\/\/administracion.uniandes.edu.co\/en\/wp-json\/wp\/v2\/types\/curso"}],"wp:attachment":[{"href":"https:\/\/administracion.uniandes.edu.co\/en\/wp-json\/wp\/v2\/media?parent=35451"}],"wp:term":[{"taxonomy":"area-academica","embeddable":true,"href":"https:\/\/administracion.uniandes.edu.co\/en\/wp-json\/wp\/v2\/area-academica?post=35451"},{"taxonomy":"tematica","embeddable":true,"href":"https:\/\/administracion.uniandes.edu.co\/en\/wp-json\/wp\/v2\/tematica?post=35451"},{"taxonomy":"ano-curso","embeddable":true,"href":"https:\/\/administracion.uniandes.edu.co\/en\/wp-json\/wp\/v2\/ano-curso?post=35451"},{"taxonomy":"block","embeddable":true,"href":"https:\/\/administracion.uniandes.edu.co\/en\/wp-json\/wp\/v2\/block?post=35451"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}