MKTG 3452 - Professional Selling

Institution:

University of Connecticut-Avery Point

Subject:

Description:

(252) Either semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750; open to juniors or higher. 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. Learning tools will include: participant interaction, role plays, work groups, and case studies.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.uconn.edu

Phone Number:

(860) 486-2000

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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