Course Detail

Entrepreneurial Selling (34887, 50 Unit Course)

Course Description by Faculty

  • Alter, Michael
  • Content

    Selling is a life skill. At the core, this is a course in persuasion which is just a fancier word for selling. Persuasion is a skill you need to be good at in anything you do in life….which is why many students without near term plans to start a business have found the course to be immediately useful and impactful in their careers and in all aspects of life.

    This course is designed as an adventure of discovery. You will be tested, taught and transformed through a series of lectures, discussions and exercises that are designed to push you up and out of your comfort zone. The goal of this course is to make you as efficient and effective in selling as possible, so that when you are spending time selling, not a moment is wasted. Why? Because, the way you spend your time determines success and failure.  

    The biggest challenge to growing a successful venture is often selling. Entrepreneurs must build a strong sales pipeline to ensure profitable growth as they tackle other pressing issues like product development, staffing, infrastructure, and financing. In the Entrepreneurial Selling course, you will learn how to acquire and delight customers, use selling skills in different contexts, tell powerful stories, manage the entrepreneurial selling process, measure your success and use the key tools required for success in building a company. The course will combine the following elements to create a powerful learning experience for you:

    • Frameworks that define and clarify the knowledge, skill and discipline to be successful in selling
    • A Sales Toolkit: Including key tactical sales tools, which we will cover tool-by-tool throughout the course
    • Role Plays: Experiential exhibitions to emphasize class concepts.
    • Discussion: Based on reading, cases, and your experience, the class will be a dialogue that explores both B2B and B2C selling and entrepreneurship issues and concepts
    • Assignments: These include case write-ups and a group project
    • Class participation will be a key element for your learning experience.
    • All of these elements will be supported by research into both sales and entrepreneurship.

    Learning Objectives
    You will be able to:

    • Understand the key phases of the entrepreneurial selling process, and identify the most common failure points in the process
    • Learn how to construct a sales toolkit for a new venture
    • Build a set of skills and disciplines that will serve you in any career context (and in life...)

    View Video Course Description Here

    Class Meets Summer 2023:  8/7, 8/8, 8/10, 8/11, 8/12

  • Prerequisites
    Prereq: Cannot enroll if taken 34111 previously.
    • No non-Booth Students

  • Grades
      • 30% - Individual Written Work

      • 35% - Class Participation

      • 35% - Final Group Project

      • Note – There are no exams for this course

    • No pass/fail grades

  • Syllabus
  • Summer 2023Section: 34887-88EMBA1 2:00PM-5:00PMHarper CenterC0350 Unit Course
Description and/or course criteria last updated: February 17 2023