MBA 9502-41 - CUST ACQUISITION

Academic Period:

Fall 2025

Section:

Title:

CUSTOMER ACQUISITION AND PERSUASION

Meeting Patterns:

Thu | 18:30 - 21:00

Locations:

100 High Street Room 1208 Can be several values or empty

Start Date:

Thursday, September 4, 2025 Date format can be changed

End Date:

Saturday, December 13, 2025 Date format can be changed

Instructor Name:

Nicholas Gallagher

Instructor Email:

ngallagher1@babson.edu

Academic Unit:

Babson College

Academic Level:

Graduate

Maximum Credits:

3

Delivery Mode:

In-Person

Allowed Grading Bases:

Graded

Section Status:

Open

Enrollment Count:

11

Section Capacity:

30

Description:

MBA9502 Customer Acquisition and Persuasion (Formerly Selling Ideas, Products and Services to Executives) 3 Credits The growth of business revenue depends directly on a firm's ability to create additional value for current and potential customers. This course will focus on the professional selling process, to include identifying opportunities, gaining access to and engaging decision makers, asking high gain questions, building long term relationships with decision makers and influencers, presenting winning proposals, handling resistance and objections, completing the sale or obtaining commitments and following up. The course will use the value creation methodology to identify solution options aimed at creating value and enhancing the other party's (e.g., customers) competitiveness. The course will use a number of inputs to share current academic thinking and best practice. Course participants will also be challenged to apply the learning to potential opportunities. The art and science of ethically and effectively convincing another party about self, ideas, solutions, products, services, etc., is an imperative for everyone, whether in family or social settings, profit or not-for-profit ventures. It's a life skill. This course is therefore for everyone. Prerequisites: None

HTML Description:

MBA9502 Customer Acquisition and Persuasion
(Formerly Selling Ideas, Products and Services to Executives)

3 Credits

The growth of business revenue depends directly on a firm's ability to create additional value for
current and potential customers. This course will focus on the professional selling process, to include identifying opportunities, gaining access to and engaging decision makers, asking high gain questions, building long term relationships with decision makers and influencers, presenting winning proposals, handling resistance and objections, completing the sale or obtaining commitments and following up. The course will use the value creation methodology to identify solution options aimed at creating value and enhancing the other party's (e.g., customers) competitiveness. The course will use a number of inputs to share current academic thinking and best practice. Course participants will also be challenged to apply the learning to potential opportunities. The art and science of ethically and effectively convincing another party about self, ideas, solutions, products, services, etc., is an imperative for everyone, whether in family or social settings, profit or not-for-profit ventures. It's a life skill. This course is therefore for everyone.

Prerequisites: None

Format:

In-Person, WebFlex Can be several values or empty

Session:

Full Session Can be several values or empty

Elective:

Graduate Elective (Grad) Can be several values or empty

Program:

Can be several values or empty