I had the opportunity to take a sales class with Dr. Kocur in the Spring semester of last year. I did not have much experience in sales prior to this, other than everyday experiences and some job opportunities that can be connected to sales.
The whole basis of the class revolved around three to four one-on-one selling sessions with Dr. Kocur, where the student acted as a salesperson, and Dr. Kocur acted as the client. Each session focused on using one or two successful selling tactics that we would learn and talk about in class. The student would have to pick a product and bring it as a prop, and focus on the features, attributes, and benefits of that product. We got experiences dealing with questions and objections and also letting the client talk.
One difference between that sales class and the one we are in now, is that there was not as much focus on the customer. We did discuss the importance of focusing on their needs, but there was much less emphasis on letting the customer talk and asking leading questions. The focus was more about how to successfully get you products’ benefits across, and show the client why they should buy from you.
I did greatly appreciate the amount of time that we had to sell to Kocur, because it brought us out of our comfort zone even if at the time it was uncomfortable. It gave us the opportunity to experience the sales environment in a class setting, before some of us will have to experience it head on once we get out into the real sales world. I would recommend anyone in sales take this class, as it was a new and uncomfortable class, that I know will help me in the long run in my future career.
RMcIlwain
That’s great that you have taken another sales class in addition to this one. Knowing both sides of sales, you as the salesman and then the other side of understanding the customer are super important. Thanks for sharing and recommending that experience from your other sales class.
Unfortunately, I have never taken a Kocur class, but I have always heard great things. I think it is really interesting the four one-on-one sessions he had you do, and I can see how that would be majorly beneficial. I like how you compared both of the sales classes you have had/ are in and can draw different ideas from both. I think it is interesting how Kocur chose not to focus much on the customer, but in this class, it is one of our main focuses, maybe that shows how different people sell differently.
Really Great Post! I think that it is really good (and honestly vital) to take different sales classes from different teachers/professors. This is because they can highlight different things, and if they have opposing opinions, you can better decide what you think.
I think it’s necessary to emphasize the importance of both the customer and the seller. As much as we focus on the customer in this class, Dr. Kocur’s class would be interesting to take to see more of the POV from the sellers side.