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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: 16-OCT-19 05.20.18.994670 AM
To view current class enrollment click the refresh icon next to the enrollment numbers.
Term Campus Instruction Mode Instructor Section Session Schedule Location Enrollment Notes
Fall 2019 Storrs In Person Caravella, Mary 001 Reg TuTh 9:30am‑10:45am
BUSN 227 29/30 Meets with BADM 3752-001
Fall 2019 Stamford In Person McEvoy, Kevin Z81 Reg We 7:00pm‑9:30pm
DWTN 137 12/30
Spring 2020 Storrs In Person Caravella, Mary 001 Reg TuTh 9:30am‑10:45am
BUSN 227 0/25 Meets with BADM 3452-001