Course Code: BME 5502
Academic Year: 2017-2018
This course will familiarize students with the consultative sales process and techniques for selling, products, services, ideas or self. Topics covered will include effective networking, prospecting, uncovering unsatisfied needs and developing buying motives, selling benefits, handling objections, negotiation techniques, closing the sale, retaining and managing customers, and ethical sales practices. Emphasis will be placed on the practical application and practice of networking and selling, and their fundamental importance in new enterprise development. Students will develop a preliminary sales and business development plan for their new enterprise.