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3452. Professional Selling

3.00 credits

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: 03-JUN-20 05.20.25.849496 AM
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Term Campus Instruction Mode Instructor Section Session Schedule Location Enrollment Notes
Spring 2020 Storrs In Person Caravella, Mary 001 Reg TuTh 9:30am‑10:45am
BUSN 227 23/25 Meets with BADM 3452-001
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.