• Contact Info

Higgins, Brian Edmund Instructor



courses taught

  • MKTG 3100 - Fundamentals of Professional Selling
    Primary Instructor - Spring 2018 / Fall 2018 / Spring 2019 / Fall 2019 / Spring 2020
    Explores the principles and methods of professional salesmanship with a focus on sales processes, best practices and frameworks used to organize sales efforts. Structured to include involvement from working sales professionals. Topics covered include: the role and value of professional selling in the marketing mix, ethical sales practices, sales quotas and compensation, effective sales communication, prospecting and funnel management, overcoming objections, professional sales closure and negotiation techniques.
  • MKTG 3150 - Sales Management, Leadership and Organization Development
    Primary Instructor - Spring 2018 / Spring 2019 / Spring 2020
    Explores factors that determine size, shape and strategies of high performing sales organizations in the context of an overall go-to-market strategy. Structure includes involvement from professional sales executives. Includes overview of fundaments of professional selling, designing sales organization, sales objectives and metrics, sales analytics, sales force recruitment and selection, sales force training and education, sales force motivation and compensation.