To offer students tools for preparing and conducting a successful sales conversation.
The course develops skills that are the basis for successful sales of ideas, attitudes, and products. The course content includes basic sales skills, and deals with styles, methods, ways, and techniques of sales with a special emphasis on interactive sales as an exchange of value that is based on discovering and understanding customer needs during a sales conversation. The following topics will be covered during the course: verbal and nonverbal communication, building good relationships and trust with customers, active listening skills, asking the right questions to discover customer needs, dividing customers into types, conversations tailored to different types of customers, steps in a sales conversation, and ethics in sales.
