May 07, 2024  
University Catalog 2021-2022 
    
University Catalog 2021-2022 [ARCHIVED CATALOG]

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MKT-3080: Consultative & Relationship Selling

Collaborative interaction when selling products and services assists the buyer identify his or her needs. With Consultative and Relationship Selling, the customers’ needs come first. We will explore how collaborative selling promotes and sustains customer loyalty and ultimate customer satisfaction. We will also discover how customer needs are identified through a combination of preparation and effective probing. The sales techniques we will examine will focus on the interaction between the buyer and salesperson rather than the price or specific features of the product or service. Real-world examples will illustrate how Consultative and Relationship Selling tools and techniques can be used to build a competitive sales advantage in the marketplace.
Min. Credits: 3.0
Credit Basis: Quarter credit
Location(s): Antioch Univ Santa Barbara
Method(s): Classroom
Faculty Consent Required: N
Program Approval Required: N
Course Type Liberal Arts, Science & Social Science



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