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Professional Selling Minor
Program type:
Minor
Format:
On Campus
Est. time to complete:
2-3 semesters
Credit Hours:
18
Add to your education with a minor in Professional Selling and learn more about business-to-business
sales and marketing.
Complement your major with a program that prepares you to prospect and secure the
customers that fuel the business cycle - driving production that leads to growth and
expansion and funds innovative research.
Want more info?
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Request More InfoWhy Earn a Professional Selling Minor?
Program activities include
- Researching databases to identify industries and prospect businesses
- Developing sales strategies to lock-in accounts
- Uncovering and prioritizing customer needs
- Demonstrating value that overcomes price objections and produces quantifiable results for both parties
- Developing interpersonal relationships by building trust
Professional Selling Minor Highlights
Our faculty members are outstanding professors, distinguished researchers and experienced
professionals who have been honored by the International Franchise Association Educational
Foundation, the Marketing Management Association and the Academy of Marketing Science.
You can network with marketing professionals by participating in the student chapter
of the American Marketing Association, the ASCEND Pan Asian Leadership Student Chapter,
the Sports Marketing Association and the Mu Kappa Tau international marketing honor
society.
The G. Brint Ryan College of Business' Professional Leadership Program works with
corporate partners throughout the region to get you the skills needed to be competitive
in the workforce.
Faculty research has appeared in the Journal of Consumer Research, the Journal of Marketing, the Journal of Marketing Research, Marketing Science, the Journal of Consumer Psychology, the Journal of Retailing and the Journal of the Academy of Marketing Science.
The Business Leadership Building — which has Gold-level Leadership in Energy and Environmental Design certification from the U.S. Green Building Council —reflects our commitment to preparing future business leaders and promotes interaction among students, faculty and industry leaders with its 24 classrooms, and team study rooms.
In the Marketing program, we provide you with a well-rounded, state-of-the-art education
using a "learn today, apply tomorrow" classroom philosophy.
Professional Selling Minor Courses You Could Take
Business-to-Business Marketing (3 hrs)
Focuses on developing the concepts, skills and strategies needed to successfully compete
in business environments where organizations rather than individual consumers are
the customers. Emphasis is placed on specialized knowledge and tools for developing
marketing and sales strategies in business-to-business markets. Topics include organizational
buyer behavior, team selling, relationship marketing, business market segmentation
and communication.
Professional Selling Analytics (3 hrs)
Numbers based approach to understanding and presenting solutions to provide customer
value propositions. Students learn financial and economic principles to estimate demand,
forecast trends and develop cost effective solutions to customer needs. Students also
learn how to use popular selling system and software solutions to optimize selling
effectiveness, customer relationships, and time and territory management.
Advanced Professional Selling (3 hrs)
Focuses on building lasting customer partnerships through advanced sales practices.
Emphasis is placed on consultative selling strategies and joint problem solving to
create superior customer value. Students learn through a combination of classroom
discussions, student presentations and sales call simulations.
Sales Force Design and Management (3 hrs)
Supervised work in a job related to student’s career objective or equivalent.
Professional Selling (3 hrs)
Professional selling principles and practices for business applications. Principles
of communication, listening, selling yourself and a business sales model. Students
develop and present two sales presentations. Satisfies the CoB business foundation
communication requirement.
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