Course Schedule and Catalog
Course Catalog - 2011-2012
MGMT 881 - CONSULTATIVE SELLING
Long Title: CONSULTATIVE SELLING
Department: Management
Grade Mode: Standard Letter
Course Type: Lecture
Credit Hours: 2
Restrictions:
Must be enrolled in one of the following Program(s):
MBA - Executive Program
Description: This course introduces students to the knowledge, skills, and behaviors required for success in the field of consultative selling. Topics include effective questioning, active listening, client learning style and personality assessment, principles of influence, effective sales call planning and execution, and delivering persuasive presentations.