Consultative Selling

Catalog description

This course introduces the basic concepts and skills of trust-based, consultative selling, including behavioral concepts, needs discovery and analysis, communication skills, informative and persuasive verbal presen- tations, gaining commitment to purchase, and negotiating objections and resistance. The course emphasizes building interpersonal trust through ethical, customer-focused dialogues and managing long-term customer relationships. Classes are highly interactive and designed to develop sell- ing concepts, skills, and self-confi dence through experiential exercises, Course # Course Name Credit Hours Course # Course Name Credit Hours * Denotes cross-listed course + Denotes dual-listed course sales call role-plays, and professional speakers.