The H.H. Gregg Center for Professional Selling offers a variety of opportunities for students currently pursuing a major in sales or a sales minor. Instructors who have professional sales experience primarily teach our sales courses, which are designed to give you both a theoretical and practical understanding of professional selling, business communication, and sales related technology.
Sales students can also take advantage of the USCA Sales Certification. The purpose of the Certified Sales Student Achievement program is to offer university students the opportunity to receive recognition for going beyond minimal course requirements in preparing themselves for successful sales jobs and careers. Completing the process required to receive this certification helps participants to differentiate themselves from other students in the sales employment market. Similarly, by denoting exceptional commitment and achievement, the program assists employers in identifying the best candidates for sales positions nationwide and around the world. Any college student can earn this certificate of achievement by meeting the required coursework with authorized faculty and completing the extracurricular experience requirements presented below. The University Sales Center Alliance, a consortium of recognized and accredited sales programs across the Nation, sponsors the Certified Sales Student designation. See the criteria for the certification or complete the application. Email the completed application or deliver to WB307.
Spring 2014 Semester Courses:
MKG 325 PROFESSIONAL SELLING
Detailed introduction to and application of the principles of personal selling as applied to persons pursuing any vocation, as well as those aspiring to careers in marketing. Prerequisite: any ECON course; junior standing. Parallel: MKG 300. 3 Credit Hours.
CRN 24314 Section
1 M/W/F 0900-0950 Dr. Chapman
CRN 24315 Section 2 T/R
1400-1515 Dr. Schetzsle
CRN 24316 Section 3 T/R
1100-1215 Dr. Schetzsle
CRN 24317 Section 4 T/R
0930-1045 Dr. Schetzsle
CRN 29877 Section 5 M/W/F
1400-1450 Dr. Chapman
CRN 29944 Section
MKG 425 Seminar in Advanced
Introduces advanced topics in professional selling. Emphasis on relationship
management and negotiation. Each student will work with a sales coach from
industry. Multiple video-taped role playing exercises will be a major part of
this class including a video-taped role play in the field. Prerequisite: MKG
300, 325; permission of the department chairperson.
CRN 24360 Section
2 T/R 0930-1045 Dr.
MKG 427 Sales Management
Policies and practices in organizing, recruiting, selecting, training,
compensating, motivating, and controlling the sales force. Prerequisite: MKG 300,
CRN 24365 Section
1 M/W/F 1300-1350 Dr.
CRN 24367 Section
2 M/W/F 1100-1150 Dr.
MKG 505 Survey of Marketing
A survey of marketing that reflects the social, economic, and international
challenges facing marketing managers. Examines the roles of marketing in both
society and business. Prerequisite: full admission to a graduate or
certification program of the university.
CRN 25577 Section 800 Online Dr.
MKG 625 Professional Selling Skills and Practices
Introduces the managing of the sales process exploring prospecting,
information gathering, presentations, handling sales resistance, earning
commitment, and follow-up. Other topics include buyer behavior and communication
skills. Prerequisite: admission to a graduate program of the university; MKG
505 or its equivalent.
CRN 24755 Section 1T R
1600-1750 Dr. Avila
CRN 25578 Section 880 R
1600-1750 Dr. Avila
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