Selling is a major part of business life, but it is especially important for those who are launching a new venture. They need to sell their business plan to potential investors. Later they need to sell their product or service to a customer. Ultimately they need to create an organization that is focused on meeting customer and other stakeholder needs through effective selling disciplines. This course will examine the elements of the sales cycle in terms of preparation, market research, prospecting, objection handling, closing, techniques for motivating the sales professional and formulation of strategy for the successful selling transaction. As part of the course students will be required to prepare individual sales presentations, one to secure investment for a new venture and one to sell a product or service to a customer. Guest speakers may be used on topics such as sales coaching, inside sales management, and to deliver sales effectiveness training.