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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: particpant interaction, role plays, work groups, and case studies.
Last Refreshed: 18-JAN-21 05.20.28.145691 AM
|1208 2213 1 001||Fall 2020||Storrs||Distance Learning||Caravella, Mary||001||Reg||TuTh 9:30am‑10:45am
||No Room Required - Online||19/19||Meets with BADM 3452-001|
|1213 3210 1 001||Spring 2021||Storrs||Distance Learning||Caravella, Mary||001||Reg||TuTh 9:30am‑10:45am
||No Room Required - Online||31/30|