International sales and selling
Professor: Carlton O´Neal
University of San Diego (USA)
June 27 – July 8, 2016
June 27 – July 8 (6:00 p.m. – 9:00 p.m.)
July 2 (9:00 a.m. – 12:00 m.)
The objective of this course is to introduce students to the 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 principles of adaptive, relationship selling in dealing with various sales situations and business cultures, as well as the power of SPIN selling to obtain commitment in complex transactions, while getting multiple chances to practice the art of presenting, selling, negotiating, and closing through numerous presentations and role-plays.
Carlton O´Neal is Clinical Professor of Marketing at University of San Diego where he established and has lead USD’s award winning sales team at national andi nternational competitions. He has over 25 years of worldwide sales and marketing experience both teaching and leading teams in 35 countries. His main interests are in sales and selling and the issues that salespeople deal with worldwide, especially when it comes to startup and technology companies. Throughout his career Professor O´Neal has demonstrated ability to sell products and services into all levels of small, medium, and large companies. He holds an MBA from Cox School of Business (1987).
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