Course Schedule and Catalog
Course Schedule - Spring Semester 2014
Meeting location information can now be found on student schedules in ESTHER (for students) or on the Course Roster in ESTHER (for faculty and instructors).Additional information available here.
Meeting location information can now be found on student schedules in ESTHER (for students) or on the Course Roster in ESTHER (for faculty and instructors).Additional information available here.
MGMT 881 001 (CRN: 22725)
CONSULTATIVE SELLING
Long Title: CONSULTATIVE SELLING
Department: Management
Instructor: Schell, Rick
Meeting: (24-JAN-2014 - 25-APR-2014)
Part of Term: EMBA Term VII
Grade Mode: Standard Letter
Course Type: Lecture
Method of Instruction: Face to Face
Credit Hours: 2
Course Syllabus:
Restrictions:
Must be enrolled in one of the following Program(s):
MBA - Executive Program
Section Max Enrollment: 65
Section Enrolled: 14
Enrollment data as of: 28-APR-2024 4:41PM
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.