Teaching Integrated Digital Prospecting in the advanced sales course

ABSTRACT Among the most common entry-level sales roles available to graduates of university sales programs are those of Sales Development Representatives (SDRs) and Business Development Representatives (BDRs). These roles focus more on identifying, qualifying, and connecting with sales opportunities than on continuing the sales process and closing the buying commitment. While experiential teaching and learning methods for professional selling courses have overwhelmingly focused on skills related to ongoing selling interactions between sellers and buyers, prospecting and qualifying have garnered far less attention. This article details a multi-module, experiential digital prospecting unit best suited to an advanced course in sales.