
Managing the Buying Process: Understanding Microeconomics, Client Decision-Making, and Account Management
Course Number: MBA 164
Program Prerequisite: MBA 163
Credits: 1 Credit
Course Description:
This quarter reveals the inner workings of client decision-making and how to influence it as a business professional. You will leverage applied behavioral economics and microeconomics to discern general patterns of consumer behavior and specifically to assess the buying process and profile of customers to whom you sell. Having identified those processes, you will increasingly negotiate win/win agreements and develop standards for maintaining contact with and closing new business with customer accounts. You will explore organizational dynamics of complex sales, learning to recognize who has decision-making authority and influence and partnering with prospects/customers to benefit all parties.
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Accreditation: Wright Graduate University is accredited by the Distance Education Accrediting Commission, an accrediting agency recognized by the US Department of Education and the Council for Higher Education (CHEA). Wright Graduate University business programs have received specialized accreditation through the International Accreditation Council for Business Education (IACBE). See complete accreditation and recognition details here.