Oct 01, 2023  
2020-2021 Undergraduate Academic Catalog 
2020-2021 Undergraduate Academic Catalog [ARCHIVED CATALOG]

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BA 4626 - Networking and Prospecting

3 lecture hours 0 lab hours 3 credits
Course Description
This course covers the portion of sales about lead generation and relationship development in a sales/business environment.  Understanding key differences between prospecting and networking, and the appropriate techniques to manage and develop those relationships will be covered.   (prereq: BA 4620 )
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
  • Identify ways to build a professional network and its purpose
  • Create several streams for prospecting
  • Qualify a prospect from a contact
  • Apply tips and techniques for keeping an active network and pipeline
  • Deeply understand business acumen to find qualified prospects in an organization

Prerequisites by Topic
  • None

Dr. Michael Payne

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