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.
Prerequisite
Qualifying score on reading assessment test OR
ENGL0921 and qualifying score on writing assessment test OR
ENGL0930
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
campus store and in eServices.
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
Access Services - Reasonable accommodations are available to qualified students with documented disabilities. Upon attending an intake meeting with Access Services, qualified students will receive a letter listing the approved accommodations that they may provide to their instructors. If you have a documented disability that may require accommodations, contact HTC Access Services at
AccessServices@hennepintech.edu or
https://hennepintech.edu/current-students/access-services/index.html.
Campus
Brooklyn Park Campus and Eden Prairie Campus: 952-995-1300
Credit Details