Learn More About Professional Sales
Students may initially declare an "-Interest" based major in this subject, but must still meet additional requirements to be formally accepted into the degree program.
Before a business major can be admitted to the Coles College Undergraduate Professional Program and enroll in any upper-division business courses (3000-4000 level), she or he must meet the Coles Sophomore GPA Requirement. This involves earning an Adjusted GPA of 3.00 or greater for the following seven courses:
- ACCT 2101 Principles of Accounting I
- ACCT 2102 Principles of Accounting II
- ECON 2106 Principles of Microeconomics
- ECON 2105 Principles of Macroeconomics
- ECON 2300 Business Statistics
- IS 2200 Information Systems & Communications
- BLAW 2200 Legal and Ethical Environment of Business
Students should also take BUSA 2150. Successful completion of this course is a requirement for admission to the Coles Undergraduate Professional Program.
General Education Core Curriculum Requirements Specific to This Major
Area A2: Students must take MATH 1111 or higher.
Double Owl Pathways
Related Minors or Certificates Available
- Business Fundamentals Certificate
- Marketing Minor
- Professional Sales Minor
MKTG 3410: Professional Selling
This course examines the role of personal selling in the firm’s marketing strategy, model of communication and specific methods of selling. All students will be required to develop and deliver effective sales presentations.
MKTG 4430: Market Analysis
This course develops skills in locating, selecting and using appropriate information sources for making and using market measurements in the planning and management of marketing and sales operations. Students learn tools for estimating demand and forecasting industry and company sales and how to use these measures in selecting market targets, designing sales territories, assigning sales quotas and planning customer contract programs.
MKTG 4460: Sales Technology and Analytics
The course will focus on applying sales technology tools and sales analytics to sales and sales management processes in order to improve salesperson and sales manager performance. The course will introduce students to a variety of software applications, including those for CRM, Web Conferencing, Form Builders, Collaboration and Communication, Gamification, Presentation, and Analysis. In addition, the course will cover sales analytics, including how to use spreadsheets to generate key performance indicators and other analyses to improve salesperson performance.
MKTG 4750: Advanced Selling
An in-depth examination of current business trends as they impact the professional salesperson. Particular emphasis is placed on negotiating skills and customer relationship management (CRM), as well as general sales related topics including sales automation and time/territory management. Students will be required to spend time in the field with professional salespeople and to prepare and deliver effective informational and persuasive sales presentations.