Undergraduate Course Track

Students earn a Minor in Sales by completing the following five courses. Each course is taught by faculty members who have years of experience in the private sector selling a variety of products and services.

Semester 1 – MKT/ENT 324: Professional Selling

  • Sales Process
  • Communication Skills
  • Role Playing
  • Cold Calling
  • Buying Cycle
  • Ethics
  • Hands-on Sales Experience

Semester 2  – MKT 328: Sales Management

  • Sales Strategy
  • Territory Management
  • Forecasting
  • Hiring
  • Performance Management
  • Training & Coaching

Semester 3 – MKT 420: Key Account Selling

  • Strategic Account Management
  • Decision Centers
  • Team Selling
  • Identifying Customers’ Needs
  • Managing Account Teams
  • Influencing Skills

Semester 4 – MKT 444: Sales Leadership

  • Negotiations
  • CRM Development
  • Strength & Skill Assessment
  • Coach versus Manager
  • Customer Value
  • Case Studies
  • Team Project

Optional – MKT 427: Sales Internship

  • Financial Track Requirements
  • B2B Selling and Direct Selling