BUSN1091 Consultative Selling

In Consultative Selling students will learn to build relationships with business partners. Consultants ask questions to assess client needs, then utilize critical thinking to identify business problems and provide solutions. In this class, students will apply business knowledge as they determine ways that client businesses could run more effectively or profitably for improved results. These solutions typically involve the sales consultant's products and services.

Credits

3

Prerequisite

BUSN1000

Course Requirements and Evaluation

Refer to Course Syllabus for detailed information regarding the requirements and evaluation standards for this course. The Course Syllabus will be distributed the first week of the course.

Learning Outcomes

The following outcomes will be addressed in the course:
Establish the relationship between the salesperson and client
Identify the salesperson as a problem-solver
Identify behaviors indicating no trust
Apply empathy skills
Describe the signs of no need
Apply questioning strategies
Describe the solution-advantage-benefit (sab) of the product/service
Apply closure strategies
Apply customer support strategies after the sale

Text and References

A list of textbooks required for this course is available at the bookstore.

Course Scheduling

The scheduled hours of instruction include sixteen hours for each lecture credit, thirty two hours for each lab credit and forty hours for each credit of supervised occupational experience (SOE). Lecture credit may include formal or impromptu lectures, demonstrations or discussions with the entire class or with small groups or individuals. Refer to the Credit Details section of this course outline for the credit breakdown.

Accommodations Statement

Disability Services assists students with disabilities who need accommodations to access programs, services and college activities.  If this applies to you, please contact the DS Office on your campus to initiate the accommodations process. 
Brooklyn Park Campus - 763-488-2477
Eden Prairie Campus – 952-995-1544

Campus

Brooklyn Park Campus Eden Prairie Campus 952-995-1300

Credit Details

lecture:

3

lab:

0