The Professional Selling Curriculum is...
- Designed to provide students with the necessary skills and experience to launch a successful career in sales
- Benchmarked annually against 40+ other university programs (including members of the University Sales Center Alliance)
- Offered in the Baylor model (courses have fewer than 20 students)
Detailed course requirements and descriptions for the Professional Selling Major and the Emphasis in Sales can be found below:
Required Courses (19 Hours):
| MKT 3310 | Professional Selling and Communications I | View Description | |
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Course DescriptionOrganized 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. |
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| MKT 4199 | Professional Sales Internship | View Description | |
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.
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| MKT 4311 | Professional Selling and Communications II | View Description | |
Course DescriptionPrerequisite(s): MKT 3310Organized 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. |
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| MGT 4320 | Negotiating and Conflict Resolution | View Description | |
Course DescriptionDesigned 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. |
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| MKT 4310 | Sales Force Management/Leadership | View Description | |
Course DescriptionBeginning 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. | |||
| MKT 4320 | Marketing Channels | View Description | |
Course DescriptionPrerequisite(s): MKT 3310Focused 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. | |||
| MKT 4330 | Marketing Analysis and Decision Making | View Description | |
Course DescriptionOffered 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. | |||
Required Courses (9 Hours):
| MKT 3310 | Professional Selling and Communications I | View Description | |
|---|---|---|---|
Course DescriptionOrganized 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. |
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| MKT 4310 | Sales Force Management/Leadership | View Description | |
Course DescriptionBeginning 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. | |||
| MKT 4320 | Marketing Channels | View Description | |
Course DescriptionPrerequisite(s): MKT 3310Focused 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. | |||
