91AV

The College will begin offering a Minor in Professional Sales beginning in the fall 2018 academic year. According to the Sales Education Foundation, more than 50% of business graduates begin their post-college career in a sales role and that a minimum of three sales courses can make a difference in future employment. 

A minor in Professional Sales consists of 18 credit hours, including the following 12 required credit hours: MKTG 3360, MKTG 4310, MKTG 4321, MKTG 4335 and six credit hours from the following: MKTG 3320, MKTG 3365, MKTG 3370, MKTG 4350.  Candidates for the minor in Professional Selling must earn at least 12 credit hours in residency at 91AV College of Business with at least 6 credit hours of upper level credits.

Required courses:

Marketing 3360 Sales:The personal selling process and the use of a professional, customer-oriented, problem-solving approach in selling situations. The sales job, selection of salespeople, sales training programs and coordination/control of the sales function. Development of fundamentals of professional selling skills. Prerequisite: MKTG 3324

Marketing 4310 Retail Marketing Management: Analysis and conceptualization of the relationship among channel of distribution members, emphasizing the merchandising function of retail store management. Introduce applications of electronic commerce to retailing practice. Prerequisite: MKTG 3324

Marketing 4321 Business Negotiation Skills:Emphasis on fundamental skills in the art of negotiation across a variety of settings, including business, law, marketing, sales; basics of both collaborative and competitive approaches including planning tools and techniques. Prerequisite: MKTG 3324

Marketing 4335 Supply Chain:Purchasing; supplier relationship and supply chain management; inbound and outbound logistics. Role of technology in managing the supply chain. International logistics. Prerequisite: MKTG 3324

Six credit hours from the following electives:

Information Systems 3320 Responsive Web Design:Methods and techniques of developing a moderately complex web site; after the foundation language has been established, the aid of a web editor will be introduced. Prerequisite: Junior standing.

Marketing 3365 Marketing Research:Marketing research methods as applied to management problems involving marketing strategy and policy formulation, and economic-industry-firm-sales forecasts. Prerequisites: BUAD 3265 and MKTG 3324

Marketing 3370 Internet as a Marketing Tool:Combines traditional marketing (situation analysis, marketing planning, and marketing implementation) with the enhanced capabilities of electronic resources. Emphasis on student group application through use of on-line exercises and critical analysis of existing Web sites. Computer literacy expected. Prerequisite: MKTG 3324

Marketing 4350 Consumer Behavior:Analysis and evaluation of the consumer?s position in the marketing structure including patterns of consumer behavior and the psychological, social and cultural forces that underlie such patterns. Prerequisites: MKTG 3324 and MKTG 3365