Pitch Perfect: UM Professional Sales Course Equips Students With Real-World Skills

A new professional sales class at the University of Montana teaches students valuable skills beyond the cliche approach of the door-to-door salesman.

Peter Anzollitto, an assistant professor of management in the College of Business, teaches the course “Professional Sales, Relationship Management and Business Development” to give students training and real-life examples of high-end sales and negotiations.

The course instructs students in the Spin Selling Technique, a scientifically proven method that prioritizes asking questions and learning a buyer’s needs rather than pushing a product. It’s a technique often used in longer-term consultative sales and in business-to-business transactions.

By Kyle Spurr, UM News Service