Feb 24, 2024  
2021-2022 Undergraduate Academic Catalog 
2021-2022 Undergraduate Academic Catalog [ARCHIVED CATALOG]

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BA 4624 - Sales Process and Pipeline

3 lecture hours 0 lab hours 3 credits
Course Description
This class covers the mechanics and timing of the sales process. It emphasizes relationships and how to have continuous success, minimizing peaks and valleys in the sales cycle. Various tools and techniques will be covered for a variety of sales situations across technical fields. (prereq: BA 4620 )
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
  • Understand customer relation management software/systems (CRM) and their functions
  • Create and manage a sales process ethically for various sales scenarios (inside, outside, relationship, transactional, etc.)
  • Recognize problem areas in sales cycles and pipelines and develop solutions
  • Identify and manage numerous sources for sales pipeline
  • Communicate with stakeholders about the sales process and pipeline

Prerequisites by Topic
  • None

Dr. Michael Payne

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