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The Sales Process: Sales Management & Entrepreneurial Selling

Fall 2009 EMBA Course

B7699-009: The Sales Process: Sales Management & Entrepreneurial Selling

2010 Spr/Sum & Global 2010, Menu A - 01:00AM to 02:00AM

Instructor: Eric Baron; Charles Patton


Entrepreneurs must know how to sell their products, services and ideas.  Whether they are talking to Venture Capitalists, Private Equity firms, prospective clients or potential employees, they must understand how to apply sophisticated selling skills to theses interactions.

Entrepreneurial Selling Skills is a highly interactive, skill based course that introduces students to the consultative selling model and the skills that make it work.  Students learn a problem solving approach to selling that will help add value to their relationships.  Skills fall in five areas—interpersonal, communication, facilitation, problem solving and presentation.  Subjects like building relationships, adding value, understanding client’s needs, bringing credibility to the sales process and gaining commitment are emphasized throughout the course.

Sales Management is designed to provide students with a concise understanding of the planning, implementation, and control of personal selling programs utilized by firms’ to achieve their business objectives.  Emphasis is placed on examining the efficiency and effectiveness of the key facets of the sales management process itself, rather than on examining the sales process from a broader marketing mix perspective.  A number of industry settings are used to explore sales management concepts and practices, with focus being given to business-to-business sales contexts.


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