Professional Selling and Sales Management
Harvard Extension School
MGMT E-6800
Section 1
CRN 24321
Would you like to study and apply approaches that cause sales and sales management success? Would you like to work with professionals—instructors and fellow students—who are committed to help others perform even better? This highly interactive, action-oriented course is designed using accelerated learning and distance learning best practices and is improved each year based on student feedback. Professional selling topics include purpose, urgent/important matrix prioritization, trust, sales and buying processes, prospecting, negotiating, opening partnerships, motivation, and sales management, as well as topics of compensation, territory management, coaching, and training sellers. Teaching methods include student-led conversations, real-life cases, techniques such as the trust call, the inspiration equation, and coaching with strengths, weaknesses, opportunities, and threats (SWOT) and dynamic integrated coaching for executives (DICE). Students can expect to discover and make new selling and sales management strategies and tactics.
Registration Closes: January 21, 2026
Credits: 4
View Tuition Information Term
Spring Term 2026
Part of Term
Full Term
Format
Live Attendance Web Conference
Credit Status
Graduate
Section Status
Open