PAUL 660 (09) - BiP-Social Intelligence Topics

BiP: S/Bus Develop & Str Sales

Durham   Paul College of Business&Econ :: Paul College Business & Econ
Credits: 2.0
Term: Spring 2023 - Half Term I (01/24/2023 - 03/10/2023)
Grade Mode: Credit/Fail Grading
Class Size:   25  
CRN: 55296
Business in Practice: Social Intelligence develops students' abilities to navigate complex social relationships and environments. An emphasis is placed on experiential learning and instruction from business professionals. Rotating topic courses are offered to meet the needs of the ever-changing business environment. Cr/F, unless noted as letter graded in the section or additional course details.
Section Comments: Business Development & Strategic Sales
Registration Approval Required. Contact Instructor or Academic Department for permission then register through Webcat.
Repeat Rule: May be repeated for a maximum of 8 credits.
Only listed campus in section: Durham
Only listed colleges in section: Paul College of Business&Econ
Classes not allowed in section: Freshman

Times & Locations

Start Date End Date Days Time Location
1/24/2023 3/10/2023 W 5:40pm - 8:30pm MURK 104
Additional Course Details: 


Business Development and Strategic Sales

The Sales Process starts long before the first marketing campaign and before the initial email, phone call, or meeting with a potential customer. This course provides the skills and experience that will bring a higher level of understanding to the complete sales process. You will be cast into the role of working for a start-up company, tasked with creating credibility and generating revenue for this company. Through a team-based, experiential learning environment this course will guide you through business development scenarios and how to utilize these sales techniques and strategies to create added value.

Topics include: practiced Business Development methods, including identification and creation of industry partnerships, establishing credibility and trust signals, top down selling, development and execution of account strategies, and the importance of meeting agendas and what to do once you get the meeting with a customer. 

Industry Professional Bio: Ed Miles