Advanced Professional Selling – BUSI 461

CG • Section 8WK • 07/01/2018 to 12/31/2199 • Modified 10/25/2023

Course Description

Advanced Professional Selling gives students an opportunity to expand on and evolve the concepts learned in Sales Management and Professional Selling. Focuses will include selling methods and models and decisions involved in the sales process. Advanced needs inquiry and solution development will be emphasized.

For information regarding prerequisites for this course, please refer to the Academic Course Catalog.


By mastering advanced selling strategies, participants can drive revenue growth, outperform competitors, and elevate their overall sales performance, ensuring long-term success in the dynamic business landscape.  An advanced selling course is crucial in equipping sales professionals with the expertise to excel in today's competitive market.

Course Assignment

Textbook Readings and Lecture Presentations

As listed in the course syllabus and in each module.

Course Requirements Checklist

After reading the Course Syllabus and Student Expectations, the student will complete the related checklist found in the Course Overview.

Discussions (8)

Discussions are collaborative learning experiences. Therefore, there will be 8 Discussions throughout this course. Each thread is to be 500 words and demonstrate course-related knowledge. In addition to the thread, the student is required to reply to 2 other classmates’ threads. Each reply is to be 300 words. The student will include citations of at least 2 scholarly, peer-reviewed research articles, the Sales Management textbook, and 1 biblical integration in the thread as well as in each reply.

Video Submission Assignments (4)

The student will submit video presentations of him/herself showcasing excellent in presentation capabilities while answering the prompts for each. Each recorded video submission must be between three and four minutes in length.

Research Paper Assignments (6)

Each research paper will have the student assess a situation or synthesize content from the respective module's reading requirements. There are six research papers in this course. Two of the papers must be at least 1,200 words, include a biblical reference, at least one scholarly, peer-reviewed source and the course textbooks. The other four papers must be at least 1,000 words, include a biblical reference, at least one scholarly, peer-reviewed source and the course textbooks