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Media & Strategy · MS elective · 3 credit hours · 16 sessions

Personal Selling

Nothing happens in business until someone sells something. This course demystifies the art of the sale, moving away from “manipulation” toward “consultative problem solving.” Students will master the seven steps of the selling process, from prospecting and qualifying leads to handling objections and closing the deal, with a strong emphasis on ethics and relationship building.

§ 01 By the end you can
  1. Master the Sales Process: Prospecting, Pre-approach, Approach, Presentation, Handling Objections, Closing, Follow-up
  2. Differentiate between Transactional Selling and Consultative/Relationship Selling
  3. Develop effective communication and active listening skills (SPIN Selling)
  4. Utilize CRM tools (Salesforce/HubSpot) to manage pipelines
  5. Navigate the ethics of sales and negotiation
§ 02 Sixteen sessions

The whole semester.

  1. 01The Psychology of Selling: Consultant Mindset
  2. 02Personal Branding & Professionalism
  3. 03Prospecting: Finding the Leads
  4. 04Qualifying: BANT (Budget, Authority, Need, Timing)
  5. 05The Pre-Approach: Researching the Client
  6. 06Communication Styles: Mirroring & Matching
  7. 07SPIN Selling Methodology (Situation, Problem, Implication, Need-Payoff)
  8. 08 · MidtermMidterm Examination
  9. 09The Presentation: Features vs. Benefits
  10. 10Handling Objections: The "Feel, Felt, Found" Method
  11. 11Negotiation Techniques
  12. 12Closing Techniques: Asking for the Order
  13. 13The Follow-Up: Building Loyalty
  14. 14Sales Management: Territories & Quotas
  15. 15Ethics in Selling
  16. 16Final Project: The Sales Roleplay Simulation

Midterm around session 8. Final project briefed at session 8 or 9 and developed in stages until the juries.

§ 03 Final project

Final Project: The Sales Roleplay Simulation

How it’s judged

Recommended reading
  1. SPIN Selling by Neil Rackham
  2. To Sell Is Human by Daniel H. Pink
  3. The Little Red Book of Selling by Jeffrey Gitomer
  4. Zig Ziglar's Secrets of Closing the Sale by Zig Ziglar
  5. Fanatical Prospecting by Jeb Blount
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