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Prerequisites: MKTG 3101 or BADM 3750; open only to business majors of junior or higher status. Cannot be taken after passing MKTG 3453. Not open to student who have passed or are currently enrolled in BADM 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: particpant interaction, role plays, work groups, and case studies.
Last Refreshed: 16-OCT-19 05.20.18.994670 AM
|1198 2302 1 001||Fall 2019||Storrs||In Person||Caravella, Mary||001||Reg||TuTh 9:30am‑10:45am
||BUSN 227||29/30||Meets with BADM 3752-001|
|1198 16253 1 Z81||Fall 2019||Stamford||In Person||McEvoy, Kevin||Z81||Reg||We 7:00pm‑9:30pm
|1203 3303 1 001||Spring 2020||Storrs||In Person||Caravella, Mary||001||Reg||TuTh 9:30am‑10:45am
||BUSN 227||0/25||Meets with BADM 3452-001|