Managing the Buying Process: Understanding Microeconomics, Client Decision-Making, and Account Management
Course Number: MBA 164
Program Prerequisite: MBA 163
Credits: 1 Credit
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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Wright Graduate University is the most unique education I have ever experienced. In my second year of studies, I was single and living by myself; however, I barely felt lonely because I was getting so much connection, support, and nourishment from my Wright Graduate University education. Now, the person who didn’t want to be a coach, who didn’t want to be a leader, wants to be a coach and a leader who can bring what I’ve been learning to people in Japan.
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What I discovered at Wright Graduate University was a dimension of richness of human interaction which I had never experienced. My relationship with my clients and coworkers became enhanced by what I was learning. I could see people’s strengths and weaknesses more clearly and support them better. I had more grace for my own struggles as I learned more about what made me tick. I have never been more connected to myself and others.
My transformational leadership studies are empowering me to be a satisfied woman in business, making sure that I’m not backing down when I have a vision, an initiative, something that I feel is important that I’m going for. Because I’m looking out for each person, the whole group is successful and everyone benefits.
I have been integrating my academic research and personal development directly into my role. I’ve been able to combine my leadership with my coursework by bringing personalized examples into my assignments. Between the WGU faculty and my student cohort, I’ve received critical feedback that I’ve taken directly into my company - positively impacting myself and my team in the process.
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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.