Course Catalog and Schedule



Entrepreneurial Selling (KIEI-902-A)
0.50 Credit
TCE BidStats

Description:

This course counts toward the following majors: Entrepreneurship & Innovation

Formerly ENTR-902-A

This course will introduce you to the basics of selling and how you can use entrepreneurial techniques to make a difference in the success of your idea or inspire growth in your 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 you develop your “entrepreneurial asking” skills to persuade your customers and business associates that your idea or solution will make the difference. You 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.

Prerequisites:
All Students: Negative PreRequisite: ENTR-902-A OR ENTR-902-B

Download Schedule Information

Command item
  
Academic Year Term   Course ID Title Sec ID   Credits Syl Instructor Times Campus Location Mand 1st Exam
2013-2014 Fall 2013 KIEI-902-A Entrpreneurial Selling 31 0.50 Mayberry McKissack, Cheryl E. Mon 06:00 PM - 09:00 PM Chicago Wieboldt (307) N
2013-2014 Spring 2014 KIEI-902-A Entrepreneurial Selling 31 0.50 Mayberry McKissack, Cheryl E. Mon 06:00 PM - 09:00 PM Chicago Wieboldt (305) Y