Summer 2012 MBA Course

B8699-005: Entrepreneurial Selling

R - B Term, 09:00AM to 01:15PM

Location: URI 331

Instructor: Jeffrey Krawitz

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This course teaches participants state-of-the-art selling skills that can be used with prospective clients, venture capitalists, potential partners, investors and candidates for employment. The course is highly interactive and skill based and uses videotaped role-playing exercises to enhance skill acquisition. Subjects include relationship building, analyzing the client’s situation, making effective sales presentations, resolving objections, gaining commitment and precall planning. Skills developed are applicable worldwide, and both cultural similarities and differences with respect to the sales process are discussed throughout the course. Whether you need start-up capital, senior management to back your ideas, or customers to hire your firm or buy its products, selling skills are crucial. You will develop them in Entrepreneurial Selling. This course is particularly relevant for students interested becoming entrepreneurs and for those seeking careers in consulting and financial services. This is a half-term, 1.5 credit course that is offered in the second half of the term.



Jeff Krawitz

Adjunct ProfessorSince 1996, Professor Krawitz has been an adjunct faculty member of several universities, including San Jose State University, Santa Clara University’s Leavey Graduate School of Business and California State University at Hayward. He has developed and taught courses in many aspects of marketing and sales, including sales management, professional selling, strategic marketing and channel management. In 2000, Krawitz was an invited key speaker at the Conference...

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