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.
Fall Semester Courses: MKG 325 PROFESSIONAL SELLINGDetailed 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. Offered:CRN 14667 Section 5 T/R 0930-1045 Dr. AvilaCRN 13459 Section 3 T/R 1100-1215 Dr. SchetzsleCRN 13460 Section 4 T/R 1400-1515 Dr. SchetzsleCRN 20850 Section 6 M/W/F 1400-1450 Dr. ChapmanCRN 20850 Section 7 M/W/F 0900-0950 Dr. ChapmanCRN 13458 Section 800 Online Dr. Inks
MKG 425 Seminar in Advanced Professional SellingIntroduces 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. Offered: CRN 19888 Section 2 T/R 1400-1515 Dr. Avila
MKG 427 Sales ManagementPolicies and practices in organizing, recruiting, selecting, training, compensating, motivating, and controlling the sales force. Prerequisite: MKG 300, 325.Offered: CRN 13480 Section 1 M/W/F 1100-1150 Dr. ChapmanCRN 13483 Section 2 M/W/F 1300-1350 Dr. Chapman
MKG 429 Sales Technology ApplicationExplores computer and communication technologies as they apply to business-to-business selling and sales management. Content focuses on using technology to improve customer relationship management (CRM) and sales performance. Topics include technology as it applies to: the sales process, CRM, time and territory management, forecasting, and sales presentations. Prerequisite: MKG 300, 325.Offered: CRN 13486 Section 1 T/R 1230-1345 Dr. Inks
MKG 432 Sales StrategyThis course focuses on developing strategic approaches to the selling effort. This includes examining the roles of traditional sales forces, team selling, and national account management. Other topics include time and territory management, developing and using visual aids, customer incentives, and negotiation. Course work in this class will include extensive role-playing exercises. Prerequisite: MKG 300, 325. Offered:CRN 19883 Section 1 T/R 1530-1645 Dr. Schetzsle
MKG 635 Sales ManagementThe roles and functions of the business-to-business sales manager will be examined. Also explores practices in recruiting, selecting, training, compensating, leading, motivating, and controlling the sales force. Prerequisite: admission to a graduate program of the university; MKG 505 or its equivalent.Offered: CRN 14661 Section 1T W 1800-1950 Dr. InksCRN 14662 Section 880 W 1800-1950 Dr. Inks
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