BU 3280 - Professional Selling Skills I
Credits: 3
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 2016-2017 Catalog.





College of Business Administration
Hyde Hall 116
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Plymouth, NH 03264

Phone: 603-535-2472
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