PAUL 690 (07) - BiP-Professional Intelligence Topics

BiP:P/Business Development

Durham   Paul College of Business&Econ :: Paul College Business & Econ
Credits: 2.0
Term: Fall 2023 - Full Term (08/28/2023 - 12/11/2023)
Grade Mode: Credit/Fail Grading
Class Size:   25  
CRN: 15872
Business in Practice: Professional Intelligence develops students' abilities to achieve professional success. 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: BiP:P/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.

Times & Locations

Start Date End Date Days Time Location
8/28/2023 12/11/2023 W 6:40pm - 8:00pm MCC 230
Additional Course Details: 

Business Development:

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.