• Contact Info

Higgins, Brian Instructor



courses taught

  • MBAX 6372 - Professional Selling and Sales Management
    Primary Instructor - Spring 2021
    The course is designed to give graduate degree business students experience with the key skills in professional selling and an understanding of the role that professional selling plays in the success of many B2C businesses and most B2B businesses. Students will also learn about the factors that determine high performance among individual professional sellers and the organizations that employ them.
  • MKTG 3100 - Fundamentals of Professional Selling
    Primary Instructor - Spring 2018 / Fall 2018 / Spring 2019 / Fall 2019 / Spring 2020 / Fall 2020 / Fall 2021
    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 / Spring 2021
    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.