Mar 29, 2024  
Undergraduate Catalog | 2021-2022 
    
Undergraduate Catalog | 2021-2022 Previous Edition

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FINN 3278 - Risk Management and Insurance Sales and Negotiations


Focuses on consultative sales and principled negotiations, which are key elements in achieving professional success. Consultative sales involves discovering client problems and developing solutions that provide substantial value to the client. Clients can be teammates or colleagues within the same company or external clients. Key sales skills discussed and developed are professional ethics, personal branding, networking, communication, creating client relationships, handling objections, obtaining commitment and teaching, tailoring and taking control. Negotiation skills include separating people from the problem, focusing on interests, inventing options for mutual gain and insisting on objective standards. The goal of principled negotiations is to develop a wise agreement with an amicable outcome. All of these topics are discussed and applied through class discussion, individual and team exercises, and case studies.     

Credit Hours: (3)
Restriction(s): Junior or Senior standing; and College of Business major
Prerequisite(s): INFO 2130  or permission of department
Pre- or Corequisite(s):
 
Most Recently Offered (Day): Fall 2020, Spring 2021, Fall 2021
Most Recently Offered (Evening): Course has not been offered at this time in the past 3 years


Schedule of Classes




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