COURSE #:
 ENTR-902-A

SECTION:  
81

COURSE NAME:
Entrepreneurial Selling: Skills & Strategies

INSTRUCTOR:  Cheryl Mayberry McKissack

CASEPACK (YES or NO?) :  Yes

FIRST ASSIGNMENT:  Pre-read the text by Ron Willingham prior to the first class

1.  TEXT  --   REQUIRED  or  RECOMMENDED?:  REQUIRED

AUTHOR:  Ron Willingham

PUBLISHER:  Double Day

TITLE: 
Integrity Selling For The 21st Century: How to Sell The Way People Want To Buy

ED./DATE:  2003

2. TEXT – REQUIRED or RECOMMENDED?: RECOMMENDED to be use for exercises from the book during class sessions

AUTHOR: David H. Sandler

PUBLISHER: Bay Head Pub; 2nd Edition

TITLE:
You Can’t Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute’s 7-Step System for Successful Selling

ED./DATE: April 2000

COURSE #: ENTR (FINC) 926

SECTION: 81

COURSE NAME:  HUMAN ELEMENT OF PRIVATE EQUITY

INSTRUCTOR: WILLIAM SUTTER

CASEPACK (YES or NO?) : YES

FIRST ASSIGNMENT: YES

1.  TEXT  --   REQUIRED  or  RECOMMENDED?: REQUIRED

AUTHOR: ROBERT B CIALDINI

PUBLISHER: ALLY & BACON

TITLE:INFLUENCE: Science and Practice (4th Edition) Paperback

ED./DATE:  2001

2. TEXT – REQUIRED or RECOMMENDED? REQUIRED

AUTHOR:  JIM CAMP

PUBLISHER:

TITLE: START WITH NO…the negotiating tools that the press don’t want you to know / 1st Edition

ED/Date: 2002

3. TEXT – REQUIRED OR RECOMMENDED? REQUIRED

AUTHOR: MALCOLM GLADWELL

PUBLISHER: LITTLE, BROWN AND COMPANY

TITLE: BLINK

ED/DATE: 2005

4. TEXT - REQUIRED or RECOMMENDED? REQUIRED

AUTHOR: CHIP HEATH & DAN HEATH

PUBLISHER: Random House

TITLE: MADE TO STICK

January 2007