Curriculum
The ProSales curriculum is unique in terms of what is taught and how it is taught. Students take seven nationally-benchmarked courses while in the Program. Classes are experiential, interactive and intentionally small to provide students the necessary skills and experiences to launch a successful career in sales. In- and out-of-classroom experiences tap into real-life business contexts and allow students to put course learning into practice.
Explore course requirements and descriptions for the Professional Selling Program and the Emphasis in Sales below:
Professional Selling Program
Required Courses (19 Hours):
Professional Selling and Communications I |
| Course Description Organized around building value-adding relationships such that both the selling and buying organizations benefit and the process of making informative and persuasive presentations. Course topics include how to make positive first impressions, managing objections, presentation skills, reaching win-win decisions and servicing customers. Developing one's selling and communications skills is useful to every business person who makes presentations. Case study, videotaped role playing, professional speakers and group interactions project the student into the world of business and selling. |
Professional Selling and Communications II |
| Course Description Prerequisite(s): MKT 3310 Organized around the in-depth study of advanced sales practices, the course focuses on creating a customer-focused value proposition, the multi-person buying center, team-selling, key account management and time management. Videotaped role plays, presentations and live field work activate learning. |
Negotiating and Conflict Resolution |
| Course Description Designed to focus on the art and the science of securing an agreement between two or more interdependent parties who desire to maximize their outcomes, course topics include analyzing and evaluating negotiation situations, preparing for a negotiation, power and influence, job and salary negotiations, coalitions, and managing conflict. Role playing provides the students with the opportunity to build his/her negotiating skills through practice. |
Marketing Channels |
| Course Description Prerequisite(s): MKT 3310 Focused on examining the value-creation aspects of marketing channels, course topics include analyzing existing channels as interorganizational systems and developing multi-channel models for moving products to end users. Key issues that students will consider include channel members' goals and value propositions, as well as optimizing configurations for market coverage and desired levels of vertical integration. Hands-on exercises and professional speakers illuminate existing channel issues. |
Sales Force Management/Leadership |
| Course Description Beginning with sales force strategy for today's complex business environment, the course covers responsibilities of sales executives and field sales managers. Topics include sales force design, multi-channel strategy, sales technology, recruiting, training, and sales force motivation and evaluation. Case study, field projects, and speakers enhance the learning process. |
Marketing Analysis and Decision Making |
| Course Description Offered as the capstone marketing course for marketing majors, the marketing analysis and decision making course is designed to help the student develop his/her ability to use the knowledge and analytical skills gained in other marketing and business courses. Emphasis is on analysis and decision making utilizing a variety of cases and business situations. |
Professional Sales Internship |
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Designed as an applied learning experience, the course follows the student's short-term paid placement (typically a semester) within a firm. Intern responsibilities are determined by the firm offering the internship; sales faculty work with companies to ensure that student experiences are full and rewarding. The course provides the framework for the student to document learning experiences from the internship and coursework in a personal e-portfolio for career management. |
Emphasis in Sales
Required Courses (9 Hours):
Professional Selling and Communications I |
| Course Description Organized around building value-adding relationships such that both the selling and buying organizations benefit and the process of making informative and persuasive presentations. Course topics include how to make positive first impressions, managing objections, presentation skills, reaching win-win decisions and servicing customers. Developing one's selling and communications skills is useful to every business person who makes presentations. Case study, videotaped role playing, professional speakers and group interactions project the student into the world of business and selling. |
Marketing Channels |
| Course Description Prerequisite(s): MKT 3310 Focused on examining the value-creation aspects of marketing channels, course topics include analyzing existing channels as interorganizational systems and developing multi-channel models for moving products to end users. Key issues that students will consider include channel members' goals and value propositions, as well as optimizing configurations for market coverage and desired levels of vertical integration. Hands-on exercises and professional speakers illuminate existing channel issues. |
Sales Force Management/Leadership |
| Course Description Beginning with sales force strategy for today's complex business environment, the course covers responsibilities of sales executives and field sales managers. Topics include sales force design, multi-channel strategy, sales technology, recruiting, training, and sales force motivation and evaluation. Case study, field projects, and speakers enhance the learning process. |
