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 major. 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 Major below:
Professional Selling Program (18 Hours)
Required Courses:
Professional Selling and Communications I
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 businessperson 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
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.
Marketing Channels
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
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.
Professional Sales Internship
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.
Key Account and Global Account Management
This course delves deeply into Key Account Management (KAM) and Global Account Management (GAM) with the aim of enhancing the effectiveness of sales organizations. It places a strong emphasis on customer-centric sales strategies that leverage compelling value propositions to foster deeper customer and account relationships, ultimately resulting in the optimization of key business metrics (growth, profitability, customer satisfaction). Furthermore, the course empowers students with the knowledge and skills required to navigate the process of driving organizational change within the customer’s organization. It will encompass substantive content regarding the roles and responsibilities of KAMs/GAMs, insights from guest speakers who are experienced KAM/GAM professionals or leaders, and immersive learning experiences tied to real-world business practices.