MKTG 435 - Business-to-Business Selling

Institution:

Northern Illinois University

Subject:

Description:

Developing business-to-business selling processes over the telephone (inside selling) with particular emphasis on precall planning, prospecting and qualifying, developing value statements, and follow-up. Introduction to and hands-on application of a Customer Relationship Management (CRM) system and other technologies. Students build and maintain a database related to the sales program. Prerequisites & Notes PRQ: MKTG 350. Credits: 3

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.niu.edu

Phone Number:

(800) 892-3050

Regional Accreditation:

North Central Association of Colleges and Schools

Calendar System:

Semester

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