Professional Sales


    What is Professional Sales?

    Many job opportunities exist in professional sales for graduates who enjoy the independence and economic rewards that a sales career provides. A major in professional selling focuses on business-to-business selling, helping students learn how to design and deliver effective sales presentations, analyze and manage individual accounts and markets, develop sales plans, and manage the sales force.

    Coles College of Business

    Coles Center for Student Success
    Click here to View Advisor Contact Information
    2022-2023 Catalog Entry 
    4-Year Suggested Program Map (Coming Soon)

    Learn More About Professional Sales

    Admission Requirements

    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. 

    Special General Education Requirements

    Area A2: Students must take either MATH 1111, MATH 1113, or MATH 1190.

    Sample Classes

    • 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.

    • 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.

    • 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.

    • 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.