Course Schedule - Spring Semester 2016

     

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 770 001 (CRN: 25349)

CONSULTATIVE SELLING

Long Title: CONSULTATIVE SELLING
Department: Management
Instructor: Schell, Rick
Meeting:  (4-MAR-2016 - 29-APR-2016) 
Part of Term: PMBA Second Year 9
Grade Mode: Standard Letter
Course Type: Lecture
Language of Instruction: Taught in English
Method of Instruction: Face to Face
Credit Hours: 1.5
Course Syllabus:
 
Restrictions:
Must be enrolled in one of the following Program(s):
MBA for Professional Extended
MBA for Professional Weekend
MBA
MBA for Professionals
Section Max Enrollment: 30
Section Enrolled: 10
Enrollment data as of: 15-JUL-2024 6:04AM
 
Additional Fees: None
 
Final Exam: Final Exam Unknown
 
Description: This course introduces students to the communications skills and behaviors required for success in the field of consultative selling, including effective questioning, active listening, client learning style and personality assessment, creating and delivering persuasive presentations, and proposal writing.