CONSULTATIVE SELLING

  • Program: Business
  • Course: Consultative Selling
  • Course #: BUSN1091
  • Total Credits: 3

Course Description

In Consultative Selling students will learn to build relationships with business partners. Consultants ask questions to assess client needs, then utilize critical thinking to identify business problems and provide solutions. In this class, students will apply business knowledge as they determine ways that client businesses could run more effectively or profitably for improved results. These solutions typically involve the sales consultant's products and services.

Course Evaluation

Refer to Course Syllabus for detailed information regarding the requirements and evaluation standards for this course. The Course Syllabus will be distributed the first week of the course.

Disability Services

Hennepin Technical College offers reasonable accommodations to qualified students with disabilities. If you have a documented disability that may require accommodations, contact the college’s Disability Services Director: Sara Laviolette at Brooklyn Park (763-488-2477) or Jean Kreutter at Eden Prairie (952-995-1544).

Course Goals

The following goals will be addressed in the course:
Establish the relationship between the salesperson and client
Identify the salesperson as a problem-solver
Identify behaviors indicating no trust
Apply empathy skills
Describe the signs of no need
Apply questioning strategies
Describe the solution-advantage-benefit (sab) of the product/service
Apply closure strategies
Apply customer support strategies after the sale

Credit Details
  • Lecture: 3
  • Lab: 0
  • MnTC Goal: 0
Course Details
  • Prerequisites:  BUSN1000
  • Campus: Brooklyn Park/Eden Prairie

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