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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
|1198 4461 1 001||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.|
|1198 16254 1 Z81||Fall 2019||Stamford||In Person||McEvoy, Kevin||Z81||Reg||We 7:00pm‑9:30pm
|1203 8011 1 001||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.|