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Prerequisites: MKTG 3101 or BADM 3750; open only to business majors of junior or higher status. 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: participant interaction, role plays, work groups, and case studies.
Last Refreshed: 26-JAN-22 05.20.16.654667 AM
|1223 2083 1 001||Spring 2022||Storrs||Distance Learning||Caravella, Mary||001||Reg||TuTh 9:30am‑10:45am
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|1228 1928 1 001||Fall 2022||Storrs||Distance Learning||Caravella, Mary||001||Reg||TuTh 9:30am‑10:45am