BUS-M 430 - Professional Selling

Institution:

Indiana University-Indianapolis

Subject:

Marketing

Description:

P: I-CORE. Kelley admit of senior standing. Focuses on the tactical and strategic aspects of the professional selling process, with particular emphasis on managing the large, complex sale. Topics include account entry strategies, effective investigative techniques, objection prevention, the client decision process, negotiation skills, and account development strategies. Participant interaction, role plays, work groups, and case studies will be used as learning tools.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.iupui.edu

Phone Number:

(317) 274-5555

Regional Accreditation:

North Central Association of Colleges and Schools

Calendar System:

Semester

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