CBA G204 - Persuasive Communication with B2B Customers

Institution:

Northeastern University

Subject:

Description:

Introduces concepts in the field of personal selling in a business-to-business (B2B) environment. Exposes students to a process developed to help them better understand personal selling by providing solutions and understanding the role of relationship development. Seeks to provide students with a better understanding of the visual, verbal, and nonverbal communication involved in B2B sales presentations. Identifying and qualifying prospects, use of persuasive communication, and the role of ethics in the selling process are also introduced.

Credits:

1.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.northeastern.edu

Phone Number:

(617) 373-2000

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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