3452. Professional Selling

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.

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Last Refreshed: 03-JUN-20 05.20.25.849496 AM

Enrollment Data	Term	Campus	Instruction Mode	Instructor	Section	Session	Schedule	Location	Enrollment	Notes
1203 3303 1 001	Spring 2020	Storrs	In Person	Caravella, Mary	001	Reg	TuTh 9:30am‑10:45am	BUSN 227	23/25	Meets with BADM 3452-001
1208 2213 1 001	Fall 2020	Storrs	Hybrid/Blended	Caravella, Mary	001	Reg	TuTh 9:30am‑10:45am	BUSN 227	23/30	Meets with BADM 3452-001 Professional sales roles involve substantial remote communication. To prepare you for this, class sessions for this course will be roughly 40% in-person and 60% via live videoconference. Online classes will be held live via videoconference during the class period. The classroom will be available as a workspace from which to log into videoconference. There is a role play event on 10/15/2020 from 5:30-8:30pm that takes the place of the 10/8/2020 class period. We very strongly recommend you plan your schedule to be available for this event. There will be alternative options where other classes required for your degree occur during this time period.