Course Description
M750 - Consultative Selling
The primary purpose of this course is acquaint students with the essential concepts and practices in B2B buying and selling. It will have a focus on customer decision process and an influence approach or a sales approach for each stage of buying. It will be taught using a mix of classroom workshops, guest lectures and observation in a work setting. Role-plays will be used to give practice in analyzing customer types, dealing with different stages of buying, dealing with different members within buying centres, solving typical sales problems, and developing a consultative selling approach. The course attempts to maximize `sales practice time’ by allowing students to open and / or lead class discussions.
- Prerequisite: M600 OR M650
Course Offerings
Fall 2019
| Code | Section | Day | Start | End | Room | Instructor | Outline |
|---|---|---|---|---|---|---|---|
| M750 | C01 | THU | 11:30 | 14:20 | RJC 249 | M. Malik | Outline |
Course Offerings Archive Submission Form
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