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Jun 15, 2024
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MKT 3600 - Entrepreneurial Sales
This course develops students personal selling and sales management skills in the unique and diverse arena of entrepreneurial ventures. The course is divided into three major themes based on the evolutionary stages of a business venture and highlight the primary roles involved in managing the business and sales through these stages.
The course employs weekly instructional lectures and workshops on the techniques of successful selling methods for approaching different types of entrepreneurial sales environments, sales force management and the successful evolution to a growing business and sales environment. In addition, the course introduces the world of entrepreneurship, how to start your own business, what it’s like to own your own business and the dynamics that make a good entrepreneur.
Credit Hours: 3
Repeat/Retake Information: May be retaken two times excluding withdrawals, but only last course taken counts.
Lecture/Lab Hours: 3.0 lecture
Grades: Eligible Grades: A-F,WP,WF,WN,FN,AU,I
Learning Outcomes: - Students will be able to explain the critical success role that sales plays within an entrepreneurial venture environment
- Students will be able to explain the key factors involved in structuring, deploying and developing an effective sales team in an entrepreneurial venture environment
- Students will be able to explain the key factors involved in evolving and adjusting the sales approach during the different phases of a an entrepreneurial venture environment
- Students will be able to apply entrepreneurial sales techniques and processes in role plays to successfully achieve sales and enter formal relationships with buyers
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