Students learn the art of persuasion using proven negotiation techniques. Strong emphasis on the core components of the sales process: rapport needs assessment, presentation, objectives, and close. Topics include the development of prospecting skills and tools, as well as the pre-approach to landing the sales appointment, and preparation for the actual meeting with the client. While emphasis is geared towards the B-2-C selling environment, students also gain exposure to the B-2-B sales processes and opportunities. Learning tools include student interaction and role plays to ensure the core basics and skills of the sales process are effectively transferred. Falls and Springs. Prerequisite(s): BU 2450.
*All course information is from the 2015-2016 Catalog.
College of Business Administration
Hyde Hall 116
7:30 a.m. - 4 p.m., M-F
17 High Street
Plymouth, NH 03264