Customer Acquisition And Persuasion

MBA9502 Customer Acquisition and Persuasion
(Formerly Selling Ideas, Products and Services to Executives)

1.5 CreditsThe growth of business revenue depends directly on a firm's ability to create additional value for
current and potential customers. This course will focus on the professional selling process, to include identifying opportunities, gaining access to and engaging decision makers, asking high gain questions, building long term relationships with decision makers and influencers, presenting winning proposals, handling resistance and objections, completing the sale or obtaining commitments and following up. The course will use the value creation methodology to identify solution options aimed at creating value and enhancing the other party's (e.g., customers) competitiveness. The course will use a number of inputs to share current academic thinking and best practice. Course participants will also be challenged to apply the learning to potential opportunities. The art and science of ethically and effectively convincing another party about self, ideas, solutions, products, services, etc., is an imperative for everyone, whether in family or social settings, profit or not-for-profit ventures. It's a life skill. This course is therefore for everyone.

Prerequisites: None

  • Program: Graduate
  • Division: Other
  • Course Number: MBA9502
  • Number of Credits: 1.5