Course Description

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 Outline
C01 Outline

Fall 2018

Code Section Outline
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