B 452 - Sales and Negotiations

Institution:

Brigham Young University-Idaho

Subject:

Description:

Fee: $12.00 Prerequisite: B 301, 321, 341, 361 with C- or higher and acceptance to Business Management Integrated Emphasis program. Apply online on the Business Management homepage An introductory and highly-participatory course covering the fundamental principles of effective professional selling and negotiations. Students will understand how to develop customer needs through use of the SPIN Selling Model. Other topics to be addressed will include career opportunities, pricing, compensation plans, and sales management. Through active learning students will understand and practice principles governing professional negotiations through the use of role-plays and a challenging simulation. Role-plays, case studies, and a simulation will beprimary methods of class activity. (Fall, Winter, Spring)

Credits:

2.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.byui.edu

Phone Number:

(208) 496-1411

Regional Accreditation:

Northwest Commission on Colleges and Universities

Calendar System:

Semester

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