This course will introduce students to the basics of selling and how to use entrepreneurial techniques to make a difference in the success of an idea or inspire growth in a company. The class will focus on the fundamentals of sales and review the relationship of customer need identification and the reasons people buy. The course will help students develop "entrepreneurial asking" skills to persuade your customers and business associates that your idea or solution will make the difference. Students will master the six steps of selling as outlined in Ron Willingham's book, Integrity Selling for the 21st Century. The system will be supplemented with lectures, excerpts from Howard Schultz's Pour Your heart Into it: How Starbuck's Built a Company, One Cup At A Time, case studies, and examples of "entrepreneurial selling" from the professor's experience at U.S. Robotics and other ventures.
ENTR-902-A OR ENTR-902-B OR KIEI-901-A
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