Legacy Course Catalog

CSR 390B - Excelling In Sales Negotiation

Effectivity: 08/25/2008 - 12/20/2008 @ Purdue West Lafayette Traditional
Credits: 3
Instructional Types: Lec
Usually Offered: fal spr sum
Short Title: Excell Sales Negotiatn
Description: An introduction to sales negotiation skills with emphasis (i) on the creating a win-win situation for the customer and the salesperson, (ii) preparing for a negotiating agreement, and (iii) developing negotiating tactics. Topics include what is sales negotiation, the sales professional as a negotiation agent, types of negotiation, principles of win-win situation, concepts of negotiation, negotiating tactics, preparing for each step in negotiation, overcoming barriers to agreement. Case studies are discussed. Students receive hands-on experience through participation in a negotiation management simulation and role-played situations.
School: Consumer And Family Sciences
Department: Consumer Sciences And Retailing
Credit By Exam: NO
Repeatable Flag: YES
Max Repeatable Credits: 6.00
Temporary Flag: YES
Full Time Privilege Flag: NO
Honors Flag: NO
Variable Title Flag: NO

Fall 2007 *** indicates the course was still an active course and was transferred to the Banner Catalog effective Spring 2008. This course was not expired Fall 2007.

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