Sep 24, 2022  
2020-2021 Undergraduate Academic Catalog 
2020-2021 Undergraduate Academic Catalog [ARCHIVED CATALOG]

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BA 4622 - Psychology of Sales

3 lecture hours 0 lab hours 3 credits
Course Description
This course covers the persuasion, communication, psychology, sociology, and power dynamics in a business selling environment. It also covers how to start and close the sales process with a prospect through understanding personal, departmental, and corporate needs. (prereq: none)
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
  • Use effective communication to persuade a prospect to advance in the sales process
  • Understand why and how people are persuaded to buy products or services
  • Apply those persuasion theories to move a prospect through the sales process in a simulated environment

Prerequisites by Topic
  • None

Dr. Michael Payne

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