
Foundations of Consultative Sales
Course Number: MBA 162
Program Prerequisite: MBA 161
Credits: 1 Credit
Course Description:
This course develops and deploys foundational business sales consultative selling skills that uncover customer needs, discern the correctness of product or service fit, and overcome objections where appropriate. You develop self-management systems to maximize purposeful activity and time management while minimizing limiting conceptions you may have of yourself, sales, the sales process, and others’ expectations. Employing and enhancing the metrics you began in quarter one, you add straightforward ways to introduce yourself and your value proposition in networking and sales activities. If you are not already engaged in selling professionally, you determine (with faculty consultation) what product or service you sell in the following quarters to engage in transformational business development.
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Accreditation: Wright Graduate University is accredited by the Distance Education Accrediting Commission, an accrediting agency recognized by the US Department of Education and the Council for Higher Education (CHEA). Wright Graduate University business programs have received specialized accreditation through the International Accreditation Council for Business Education (IACBE). See complete accreditation and recognition details here.