BU 415 - Professional Selling and Sales Techniques

Institution:

Mitchell College

Subject:

Description:

3 credits (fall) Prerequisites: BU310 & BU323 This course emphasizes current theories about the selling of goods and services to organizational buyers in the context of longterm relationships. Role playing, video-taped presentations and other techniques are generally employed to enhance interpersonal communication skills. Emphasis is placed on advanced selling techniques including persuasion, prospecting, client analysis and management, sales presentation organization, and territory and time organization. It involves both theory and classroom applications.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.mitchell.edu

Phone Number:

(860) 701-5000

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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