Sales Major Curriculum

MKT 3310

Professional Selling and Communications

This course is organized around the ethical process of making informative and persuasive verbal presentations.  Topics include presentation materials and formats, handling objections, reaching decisions and servicing customers.  The development of such skills is useful to any member of an organization who makes a presentation.  Case study, video taped role playing, professional speakers and group interactions project the student into the real world of the business person and salesperson.

MKT 4310

Sales Force Management / Leadership

This course deals with an examination of the common problems confronting the sales manager.  Topics include recruiting, selecting, motivating, leadership and supervision, performance evaluations and coaching.  Emphasis is placed on the personal and ethical side of management throughout the course.  Case study, video taped role playing and professional speakers enhance the learning process.

MKT 4311

Professional Selling and Communications II

This class focuses on an in depth study of advanced selling and sales management issues including developing and maintaining long-term customer relationships, alternative strategies international sales strategies, national account management, supply chain management, financial analysis and sales force ethics.  Case study, video taped role playing and professional speakers are used throughout the course.

MKT 4312

Sales Executive Management

This class addresses such topics as customer relationship management, the appropriate go-to-market strategies (i.e. the various sales processes that are used for different categories of customers), territory design and deployment, sales training and education, compensation plans, change management and the sales force in the boardroom.  The topic of ethics is integrated throughout the class.  Case study, video taped role playing and professional speakers assist the students in developing relevant skills.

MGT 4320

Negotiating and Conflict Resolution

Enhances individual effectiveness in the workplace through the provision of an advanced understanding of negotiating through the development of specific negotiating skills.  Discussing and skill-building exercises in the class are focused broadly and include informal and formal negotiations between multiple departments.  Because effective negotiating is fundamental to an individual’s survival and prosperity within an organization, knowledge of negotiating concepts and development of negotiating skills are critical.

MKT 4330

Marketing Analysis and Decision Making

Marketing analysis is the capstone marketing course for marketing majors.  The purpose of the course is to help the student develop his/her ability to use the knowledge and analytical skills gained in other marketing and business courses.  Emphasis will be on analysis and decision making utilizing a variety of cases and business situations.