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  • 1.  Short course on sales for entrepreneurs

    Posted 01-21-2014 23:59
    I'm charged with putting together an "Entrepreneur's Toolkit" subject
    covering Negotiation, Sales and basic law. I'm covered for Negotiation
    (Fisher & Ury "Getting to Yes") and Law (variety of sources), but am still
    working on Sales. Have just found "The Entrepreneur's Guide to Selling" which
    has 5-star reviews on Amazon and is suitably short and simple.

    I'm also looking for experiential exercises I can give the students in the
    context of a maximum of 3 3-hour classes spent on Sales. Hope to be able to
    build on some of the principles of negotiation.

    Note anything involving students actually selling something for money, other
    than on behalf of their own business (which not all of them have yet) will
    contravene university ethics policy, so I'm a bit constrained.

    Suggestions welcome.

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    Ventures HO!


  • 2.  Short course on sales for entrepreneurs

    Posted 01-22-2014 08:39
    Hi Susan,

    You might also want to look at Zig Ziglar's Secrets of Closing the Sale. It is a great book on sales. For experiential exercises, one game I have had success with in class is The Big Idea (http://www.funforge.fr/US/?portfolio=the-big-idea).

    Hope that helps.

    Rob

    On Tue, Jan 21, 2014 at 11:58 PM, Susan Rushworth <srushworth@swin.edu.au> wrote:
    I'm charged with putting together an "Entrepreneur's Toolkit" subject
    covering Negotiation, Sales and basic law. I'm covered for Negotiation
    (Fisher & Ury "Getting to Yes") and Law (variety of sources), but am still
    working on Sales. Have just found "The Entrepreneur's Guide to Selling" which
    has 5-star reviews on Amazon and is suitably short and simple.

    I'm also looking for experiential exercises I can give the students in the
    context of a maximum of 3 3-hour classes spent on Sales. Hope to be able to
    build on some of the principles of negotiation.

    Note anything involving students actually selling something for money, other
    than on behalf of their own business (which not all of them have yet) will
    contravene university ethics policy, so I'm a bit constrained.

    Suggestions welcome.

    **************************************
    This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management.

    Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list.  The use of auto-responder "out-of-office" messages may also lead to your removal from the list.

    You can manage your subscription options, including joining or leaving the list here:
    http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1

    If you have questions or need help, please contact Dr. John Bunch  jbunch@benedictine.edu.

    Ventures HO!
    ************************************** This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management. Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list. You can manage your subscription options, including joining or leaving the list here: http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1 If you have questions or need help, please contact Dr. John Bunch jbunch@benedictine.edu. Ventures HO!


  • 3.  Short course on sales for entrepreneurs

    Posted 01-22-2014 13:59
    Not sure if I understand, what will the students be selling in the classroom?

    Sent from my iPhone5

    > On 23 Jan 2014, at 12:21 am, "Susan Rushworth" <srushworth@SWIN.EDU.AU> wrote:
    >
    > I'm charged with putting together an "Entrepreneur's Toolkit" subject
    > covering Negotiation, Sales and basic law. I'm covered for Negotiation
    > (Fisher & Ury "Getting to Yes") and Law (variety of sources), but am still
    > working on Sales. Have just found "The Entrepreneur's Guide to Selling" which
    > has 5-star reviews on Amazon and is suitably short and simple.
    >
    > I'm also looking for experiential exercises I can give the students in the
    > context of a maximum of 3 3-hour classes spent on Sales. Hope to be able to
    > build on some of the principles of negotiation.
    >
    > Note anything involving students actually selling something for money, other
    > than on behalf of their own business (which not all of them have yet) will
    > contravene university ethics policy, so I'm a bit constrained.
    >
    > Suggestions welcome.
    >
    > **************************************
    > This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management.
    >
    > Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list.
    >
    > You can manage your subscription options, including joining or leaving the list here:
    > http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1
    >
    > If you have questions or need help, please contact Dr. John Bunch jbunch@benedictine.edu.
    >
    > Ventures HO!

    **************************************
    This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management.

    Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list.

    You can manage your subscription options, including joining or leaving the list here:
    http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1

    If you have questions or need help, please contact Dr. John Bunch jbunch@benedictine.edu.

    Ventures HO!


  • 4.  Short course on sales for entrepreneurs

    Posted 01-23-2014 02:50
    SPIN Selling by Rackham
    Sales on a Beermat by Southon

    Both very good, though the latter is British.

    You might also throw in Influence by Cialdini and maybe some pricing reading to drive home the malleability of people's anchors and the significance of social context in selling.  (As far as I know, there are still no really good books for students on pricing, but Caldwell's Psychology of Price is cheap and decent.)

    I suggest getting the students to write AIDA messages concluding with a call to action in order to get them to embrace the 'journey from the customer's world into our world', to predict the most likely objections to their call to action and write objection responses (hint, no matter how specific the offer, the most important objection responses will be generic).

    Good luck!



    Chris Coleridge
    Teaching Fellow, Strategy and Enterprise
    Department of Management Science & Innovation

    University College London | Gower Street | London WC1E 6BT | United Kingdom
    +44 (0)20 3108 4081 | +44 (0)7910 659856 |      c.coleridge@ucl.ac.uk 
    http://www.ucl.ac.uk/msi" style="color: #0000FF">www.ucl.ac.uk/msi London's Global University

    uk.linkedin.com/in/chriscoleridge

    From: "Mitchell, Rob" <rmitchell@IVEY.UWO.CA>
    Reply-To: "Mitchell, Rob" <rmitchell@IVEY.UWO.CA>
    Date: Wednesday, 22 January 2014 13:38
    To: <ENTREP@AOMLISTS.PACE.EDU>
    Subject: Re: [ENTREP] Short course on sales for entrepreneurs

    Hi Susan,

    You might also want to look at Zig Ziglar's Secrets of Closing the Sale. It is a great book on sales. For experiential exercises, one game I have had success with in class is The Big Idea (http://www.funforge.fr/US/?portfolio=the-big-idea).

    Hope that helps.

    Rob

    On Tue, Jan 21, 2014 at 11:58 PM, Susan Rushworth <srushworth@swin.edu.au> wrote:
    I'm charged with putting together an "Entrepreneur's Toolkit" subject
    covering Negotiation, Sales and basic law. I'm covered for Negotiation
    (Fisher & Ury "Getting to Yes") and Law (variety of sources), but am still
    working on Sales. Have just found "The Entrepreneur's Guide to Selling" which
    has 5-star reviews on Amazon and is suitably short and simple.

    I'm also looking for experiential exercises I can give the students in the
    context of a maximum of 3 3-hour classes spent on Sales. Hope to be able to
    build on some of the principles of negotiation.

    Note anything involving students actually selling something for money, other
    than on behalf of their own business (which not all of them have yet) will
    contravene university ethics policy, so I'm a bit constrained.

    Suggestions welcome.

    **************************************
    This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management.

    Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list.  The use of auto-responder "out-of-office" messages may also lead to your removal from the list.

    You can manage your subscription options, including joining or leaving the list here:
    http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1

    If you have questions or need help, please contact Dr. John Bunch  jbunch@benedictine.edu.

    Ventures HO!
    ************************************** This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management. Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list. You can manage your subscription options, including joining or leaving the list here: http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1 If you have questions or need help, please contact Dr. John Bunch jbunch@benedictine.edu. Ventures HO!     ************************************** This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management. Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list. You can manage your subscription options, including joining or leaving the list here: http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1 If you have questions or need help, please contact Dr. John Bunch jbunch@benedictine.edu. Ventures HO!


  • 5.  Short course on sales for entrepreneurs

    Posted 01-26-2014 22:44
    Two suggestions regarding sales:

    . This syllabus is FANTASTIC: Entrepreneurial Selling at the University of Chicago
    Selected as one of the best ENT courses in 2011 by Inc. Magazine.

    . The book The Challenger Sale: Taking Control of the Customer Conversation is based on research by the Corporate Executive Board. Very solid.

    Thiago


    2014-01-23 Coleridge, Chris <c.coleridge@ucl.ac.uk>
    SPIN Selling by Rackham
    Sales on a Beermat by Southon

    Both very good, though the latter is British.

    You might also throw in Influence by Cialdini and maybe some pricing reading to drive home the malleability of people's anchors and the significance of social context in selling.  (As far as I know, there are still no really good books for students on pricing, but Caldwell's Psychology of Price is cheap and decent.)

    I suggest getting the students to write AIDA messages concluding with a call to action in order to get them to embrace the 'journey from the customer's world into our world', to predict the most likely objections to their call to action and write objection responses (hint, no matter how specific the offer, the most important objection responses will be generic).

    Good luck!



    Chris Coleridge
    Teaching Fellow, Strategy and Enterprise
    Department of Management Science & Innovation

    University College London | Gower Street | London WC1E 6BT | United Kingdom
    +44 (0)20 3108 4081 | +44 (0)7910 659856 |      c.coleridge@ucl.ac.uk 
    http://www.ucl.ac.uk/msi" style="color: #0000FF">www.ucl.ac.uk/msi London's Global University

    uk.linkedin.com/in/chriscoleridge

    From: "Mitchell, Rob" <rmitchell@IVEY.UWO.CA>
    Reply-To: "Mitchell, Rob" <rmitchell@IVEY.UWO.CA>
    Date: Wednesday, 22 January 2014 13:38
    To: <ENTREP@AOMLISTS.PACE.EDU>
    Subject: Re: [ENTREP] Short course on sales for entrepreneurs

    Hi Susan,

    You might also want to look at Zig Ziglar's Secrets of Closing the Sale. It is a great book on sales. For experiential exercises, one game I have had success with in class is The Big Idea (http://www.funforge.fr/US/?portfolio=the-big-idea).

    Hope that helps.

    Rob

    On Tue, Jan 21, 2014 at 11:58 PM, Susan Rushworth <srushworth@swin.edu.au> wrote:
    I'm charged with putting together an "Entrepreneur's Toolkit" subject
    covering Negotiation, Sales and basic law. I'm covered for Negotiation
    (Fisher & Ury "Getting to Yes") and Law (variety of sources), but am still
    working on Sales. Have just found "The Entrepreneur's Guide to Selling" which
    has 5-star reviews on Amazon and is suitably short and simple.

    I'm also looking for experiential exercises I can give the students in the
    context of a maximum of 3 3-hour classes spent on Sales. Hope to be able to
    build on some of the principles of negotiation.

    Note anything involving students actually selling something for money, other
    than on behalf of their own business (which not all of them have yet) will
    contravene university ethics policy, so I'm a bit constrained.

    Suggestions welcome.

    **************************************
    This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management.

    Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list.  The use of auto-responder "out-of-office" messages may also lead to your removal from the list.

    You can manage your subscription options, including joining or leaving the list here:
    http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1

    If you have questions or need help, please contact Dr. John Bunch  jbunch@benedictine.edu.

    Ventures HO!
    ************************************** This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management. Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list. You can manage your subscription options, including joining or leaving the list here: http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1 If you have questions or need help, please contact Dr. John Bunch jbunch@benedictine.edu. Ventures HO!
    ************************************** This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management. Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list. You can manage your subscription options, including joining or leaving the list here: http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1 If you have questions or need help, please contact Dr. John Bunch jbunch@benedictine.edu. Ventures HO!



    --
    Thiago de Carvalho
    #Empowering the passionate
    M. Ed. in Business and Workplace Education (2014)
    Member, Communications Committee Entrepreneurship Division, Academy of Management
    ************************************** This message is from ENTREP which is sponsored by the Entrepreneurship Division of the Academy of Management. Please do not post messages with attached files. Commercial messages or spammed messages are not allowed on the list. The use of auto-responder "out-of-office" messages may also lead to your removal from the list. You can manage your subscription options, including joining or leaving the list here: http://aomlists.pace.edu/scripts/wa.exe?SUBED1=entrep&A=1 If you have questions or need help, please contact Dr. John Bunch jbunch@benedictine.edu. Ventures HO!