Jun 17, 2024  
2022-2023 Undergraduate Catalog 
    
2022-2023 Undergraduate Catalog [NOTE!!!! THIS IS AN ARCHIVED CATALOG. FOR THE CURRENT CATALOG, GO TO CATALOG.NIU.EDU]

MKTG 435 - Business-to-Business Selling


Developing business-to-business selling processes over the telephone (inside selling) with particular emphasis on precall planning, prospecting and qualifying, developing value statements, and follow-up. Introduction to and hands-on application of a Customer Relationship Management (CRM) system and other technologies. Students build and maintain a database related to the sales program.

Prerequisites & Notes
PRQ: MKTG 350 (for all majors); grade of C or better in each of the following: MKTG 295 and FINA 320 and MGMT 335 and OMIS 338 (for business majors).

Credits: 3