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3452. Professional Selling

3.00 credits

Prerequisites: MKTG 3101 or BADM 3750; open only to non-business students of junior or higher status. Not open to students who have passed or are taking MKTG 3452.

Grading Basis: Graded

Focuses on the tactical and strategic aspects of the professional selling process with particular emphasis upon managing the complex sale. Topics include account entry strategies, effective investigative techniques, objection prevention, the client decision process, negotiation skills, and account development strategies, and the use of technology to manage a portfolio of sales opportunities. Learning tools will include: participant interaction, role plays, work groups and case studies. May substitute for MKTG 3452 for business majors.