Program Overview

Program Overview

Colorado State University Online offers a variety of academic programs, including Bachelor's Degrees, Master's Degrees, Ph.D. & Doctoral Degrees, Grad Certificates, Courses, and Professional Education.

Academic Programs

• Bachelor's Degrees
• Master's Degrees
• Ph.D. & Doctoral Degrees
• Grad Certificates
  • Undergraduate Minors, Certificates, & Training
  • Professional Development & Training
• Courses
  • Credit Courses
  • Noncredit Courses
  • All-University Core Curriculum
  • Free Online Courses
  • Osher Lifelong Learning Institute
• Professional Education

Course Details

MKT 662 - Strategic Selling for Business Customers

This course explores the key conceptual underpinnings of personal selling as an element of marketing, taking a managerial approach to sales strategies, sales tactics, and best practices in professional selling. The primary context is business-to-business (B2B) selling, with relevance to direct-to-consumer situations. The course examines the entire sales process, emphasizing relationship selling, planning and delivery of sales presentations, and trust-building techniques.

Prerequisite

• BUS 655 (Marketing Management)
• Must be enrolled in one of the following levels: Graduate (GR) or Professional (PR)

Important Information

For questions about this course, please note that the MBA advising team is available for consultation.

Textbooks and Materials

Textbook information is available at the CSU Bookstore about 3 weeks prior to the start of the term.

Instructors

John Weiss

John Weiss has a long-standing relationship with the College of Business at Colorado State University, having completed a Bachelor’s degree in Finance in 1979 and a Master’s degree in Marketing in 1988. He has served in both faculty and senior administrative roles and has maintained business relationships with various private sector firms, providing consulting in marketing research and sales force management.

Section Details

Section 801 (Online)

• Registration ends: Friday, March 20, 2026
• Date: March 23 - May 17, 2026 (8 weeks)
• Time: Asynchronous
• Drop and withdrawal deadlines:
  • 100% tuition and fees refunded: March 30, 2026
  • 50% tuition refunded with 'W' grade: April 20, 2026
  • No tuition refunded and 'W' grade: May 3, 2026
• Instructors: John Weiss
• Tuition: $998

Additional Information

• Accreditation
• Policies
• Dates & Deadlines
• Faculty & Staff Resources
• Classroom Locations