BUS-M330 Consultative Selling

• 16 weeks
• 3 credits
• Prerequisite(s): Must be a current student in the Kelley School of Business

Whether you pursue a career in sales, management, finance, entrepreneurship, education, medicine, etc., the argument will be made that everyone sells; thus, everyone needs to learn how to sell and persuade.

This course is designed to provide insights into consultative selling by examining the buying and selling processes as well as the role of persuasive behaviors, principles, strategies and actions. It will provide students an opportunity to identify and practice selling skills in order to persuade others to think differently regarding ideas, opinions, products and services.

This course will include in-class and outside discussions, exercises and assignments to develop these consultative selling skills. Emphasis will be placed on the skill of asking smart questions, using class discussions and a sales field book to check the student’s ability to identify smart questions as well as other significant verbal behaviors. This course will challenge students with developing their questioning behaviors as well as their ability to navigate the sales process.