EPS 3526 - Value Selling For The Entrepreneur

Institution:

Babson College

Subject:

Description:

4.00 credits EPS3526 Value Selling for the Entrepreneur General Credit The Entrepreneur's success is directly related to their sales performance in both business and personal situations. This course will teach students a value-based framework that will assist them in successfully selling and achieving their desired result in any situation. By achieving their desired result, the entrepreneurs greatly increase their likelihood of success in the risky world of Entrepreneurship. During the term, we will take a personal inventory of our selling skills and work to modify and enhance them to get the most out of every entrepreneurial selling situation. Value Selling is a ten-step process that can be applied to any situation and will increase the likelihood of a successful outcome. In addition, by applying a value-based methodology to these situations, it will give the student a deeper understanding of the problem or issue facing the entrepreneur and will insure a solution that includes a mutually beneficial value proposition and plan for the different stakeholders. The student will design a customized framework that will fit with their personality and skill set resulting in a life-long tool that will be one of the main components of their problem solving process. Students will create solutions that will build an emotional hook with their respective stakeholders. In Value Selling, students will learn to connect the dots for their audience, learn to ask the right questions, craft a differentiated vision match, develop both business and personal value, identify the power players, develop a mutual plan and close for a successful outcome. The output will be the implementation of their personalized value selling solution framework for their business and personal interactions. Keep in mind that creating value-based solutions requires preparation, practice, listening and a thorough understanding of their stakeholders business and personal needs. As a result, Value Selling is one of the most important skill sets needed for a successful entrepreneur. Prerequisites: IME2 or (OEM and MCE), EPS3501, 02 or 03 may be taken concurrently.

Credits:

4.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.babson.edu

Phone Number:

(781) 235-1200

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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