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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.


Last Refreshed: 17-SEP-19 05.20.16.405317 AM
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Term Campus Instruction Mode Instructor Section Session Schedule Location Enrollment Notes
Fall 2019 Storrs In Person Caravella, Mary 001 Reg TuTh 9:30am‑10:45am
BUSN 227 10/10 Instructor consent required. Meets with MKTG 3452-001. Students must request a permission number by completing a Permission Number Request Form: http://undergrad.business.uconn.edu/forms/. DO NOT email instructor for permission number.
Fall 2019 Stamford In Person McEvoy, Kevin Z81 Reg We 7:00pm‑9:30pm
DWTN 137 5/10
Spring 2020 Storrs In Person Caravella, Mary 001 Reg TuTh 9:30am‑10:45am
BUSN 227 0/10 Meets with MKTG 3452-001 By Permission Only: Students must request a permission number by completing a Permission Number Request Form: http://undergrad.business.uconn.edu/forms/ DO NOT email instructor for permission number.