Course Code: SALES-101

Format: In-Person / Virtual

Description: In an era of informed buyers, the "hard sell" is obsolete. This course bridges the gap between Relationship Marketing Theory and modern execution. Participants learn to shift from transactional pitching to consultative diagnosis, identifying when to apply specific methodologies based on deal complexity.

Learning Objectives:

Contrast transactional vs. consultative selling contexts.

Apply "Discovery Interview" techniques to uncover latent pain points.

Reduce prospect resistance by aligning sales behavior with buyer psychology.

Scholar-Practitioner Framework:

Theory: Relationship Marketing Theory (Berry).

Application: "Pitch vs. Discovery" Role-Play Simulation.

Curriculum: The Death of the Hard Sell; The Physician Metaphor (Diagnose before Prescribing); Contextual Agility.