The University of Toledo

Bachelor of Business Administration in Professional Sales

Why Professional Sales? 

If you are looking for a great career with plenty of opportunities (see list below), sales is it!

• Reach your personal and professional goals while helping others
• Make a meaningful impact on companies and individuals
• Grow your network – meet new people
• Enjoy a stimulating environment with lots of flexibility
• Foster economic development – maintain/create jobs and make a difference in people’s lives
• Be creative in developing unique solutions for your client firms
• Obtain a high salary

Demand for non-retail sales representatives is expected to grow around 7% (9% for technical sales) through the year 2018 (US Department of Labor 2008). Sales positions go by many different names: salesperson, account executive, business development manager, district representative, marketing representative, account manager, sales consultant, manufacturers’ representative, and sales engineer to mention just a few. Everyone is in sales in some manner, and many professions such as accounting, finance, information technology, engineering, and others have business development as a critical component of the job description.

The University of Toledo’s Edward H. Schmidt School of Professional Sales (ESSPS) has amazing opportunities for professional sales careers with local and national placement with small, medium and large (Fortune 100 and up) firms, that are NOT 100% commission jobs. You can tailor the major to fit your career goals (almost every industry has salespeople so whether you want to work in sports, fashion, construction, entertainment, industrial, services or any other great area, you can find career opportunities)!

Why the University of Toledo's Edward Schmidt School of Professional Sales (ESSPS):

• Convenient and applicable double major with marketing or international business for only 2 extra classes - added boost to marketing yourself and future career promotions
• Career placement in the professional sales major approaches 100%
• You’ll have a variety of firms and industries to choose from with a career in professional sales. Some of the firms that have hired or recruited UT’s professional sales graduates include: Automatic Data Processing (ADP), Hilti, Tom James Company, Paychex, Hess Corporation, 3M, Seymour & Associates (MassMutual Financial Group), ThermaTru, Thomson Reuters, PLS Logistics Services, Tenneco, Northwestern Mutual Financial Network, Enterprise Holdings, Equity Trust Company, Brennan Financial Group, Diversified Insurance Service, SSOE, Huntington Bank, Ed Schmidt Automotive Group, and Amerisource Bergen Company.
• Average financial compensation first year for ESSPS alumni is around $56,000
• Relevant and hands-on classes to blend theory and practice with web casted role plays, real selling situations, and live sales force automation (SFA) software
• Additional experience and exposure at national and regional sales competitions – ESSPS has placed in the top 10 nationally for over the past decade
• International interaction with video conferenced role plays and a joint degree program with ZUFE in China
• Professional skills enhancement with Career Development classes in the College of Business & Innovation
• All ESSPS sales faculty have industry experience
• Active corporate advisory board provides regular feedback
• AACSB and USCA accredited program
• Top robust professional sales program – DePaul University study 2009
• Only program in the nation recognized by the Sales Education Foundation (SEF) to provide undergraduate, graduate, and specialty curricula, sales competitions, and required internships
• Guest speakers from the sales field come to all the sales classes
• Active and nationally ranked professional sales and marketing fraternity, Pi Sigma Epsilon (PSE), for professional development and networking
• Exclusive recruiting and networking events for professional sales students each fall and spring
• Award winning online recruiting tools such as the Role Play Catalog, Elevator Pitch Catalog, and Recruiter Catalog that help students and businesses create awareness and pre-screen
 

Professional Sales Major

Required Professional Sales Courses:

• PSLS 3080 Purchasing & Industrial Buyer Behavior, 3 credit hour
• PSLS 3440 Professional Sales, 3 credit hours
• PSLS 3450 Account and Territory Management, 3 credit hours
• PSLS 4710 Sales Force Leadership, 3 credit hours
• PSLS 4740 Advanced Sales, 3 credit hours
• PSLS 4940 Integrative Capstone: Sales Internship, 3 credit hours

Elective Courses for Professional Sales Major (select one):

• PSLS 4500 International Sales Negotiations, 3 credit hours
• MKTG 4540 Business Marketing, 3 credit hours
• MKTG 4980 Special Topics (Director Permission), 3 credit hours
  • Sales for the Social Good
  • Direct Selling

Required College of Business and Innovation Core Courses (same as any other major):

• BUAD 1000 Orientation, 1 credit hour
• BUAD 1010 Intro. to Business, 3 credit hours
• BUAD 1020 Micro-Computer Applications, 3 credit hours
• BUAD 2000 Career Development I, 1 credit hour
• BUAD 2040 Financial Accounting, 3 credit hours
• BUAD 2050 Accounting for Decision Making, 3 credit hours
• BUAD 2060 Data Analysis for Business, 3 credit hours
• BUAD 2070 Application of Statistics in Business Dec. Making, 3 credit hours
• BUAD 2080 Global Environment of Business, 3 credit hours
• BUAD 3000 Career Development II, 1 credit hour
• BUAD 3010 Principles of Marketing, 3 credit hours
• BUAD 3020 Manufacturing & Service Systems, 3 credit hours
• BUAD 3030 Managerial & Behavioral Processes, 3 credit hours
• BUAD 3040 Principles of Financial Management, 3 credit hours
• BUAD 3050 Information Technology Management, 3 credit hours
• BUAD 3470 Legal & Ethical Environment, 3 credit hours
• BUAD 4020 Senior Business Policy Forum, 3 credit hours

Required Arts and Sciences Courses (including Required Core Curriculum Courses):

• ENGL 1110 College Composition,3 credit hours
• MATH 1260 Modern Business Math (University Core Requirement-Math),3 credit hours
• MATH 1270 Modern Business Math II, 3 credit hours
• PSY 1010 Intro. to Psychology (University Core Requirement-Social Science), 3 credit hours
• ENGL 2960 Organizational Report Writing (University Core Requirement-English), 3 credit hours
• COMM 3840 Interpersonal Comm. (University Core Req.-Humanities/Fine Arts), 4 credit hours
• PHIL 1020 Critical Thinking (University Core Req.-Humanities/Fine Arts), 3 credit hours
• ECON 1150 Macroeconomics, 3 credit hours
• ECON 1200 Microeconomics, 3 credit hours
• University Core Requirement-Natural Sciences: Based on intended industry sales, 3 credit hours
• University Core Requirement-Natural Sciences: Based on intended industry sales, 3 credit hours
• University Core Requirement-Multicultural: Diversity of U.S. Culture, 3 credit hours
• University Core Requirement-Multicultural: Other than U.S., 3 credit hours
• COMM 3820 Persuasion Theory, 4 credit hours
• COMM 4810 Nonverbal Communication, 3 credit hours
• COMM 3880 Professional Business Communication, 3 credit hours

Non-business electives

• Non-business elective,3 credit hours
• Non-business elective,1 credit hour
 

Professional Sales Minor for Other Business Majors

A minor in Professional Sales can be added to any major by taking the following courses:

• PSLS 3440 Professional Sales, 3 credit hours
• Plus choose two of the following five courses:
  • MKTG 4540 Business Marketing, 3 credit hours
  • PSLS 3080 Purchasing & Industrial Buyer Behavior, 3 credit hours
  • PSLS 3450 Account and Territory Management, 3 credit hours
  • PSLS 4710 Sales Force Leadership, 3 credit hours
  • PSLS 4740 Advanced Sales, 3 credit hours

Professional Sales Minor for Non-Business Majors

Individuals from other colleges may earn a Minor in Professional Sales by completing an Economics requirement plus earning a C or better in the following five Professional Sales courses listed below:

• BUAD 3010 Principles of Marketing, 3 credit hours
• PSLS 3440 Sales, 3 credit hours
• PSLS 3450 Account and Territory Management, 3 credit hours
• PSLS 4740 Advanced Sales, 3 credit hours
• and oneof the following:
  • PSLS 3080 Purchasing & Industrial Buyer Behavior, 3 credit hours
  • PSLS 4710 Sales Force Leadership, 3 credit hours

For engineering students the economics requirement may be satisfied by ECON 1150 and ECON 1200 or MIME 2600 or its equivalent. All other students must take ECON 1150 and ECON 1200.

Professional Sales Course Descriptions

PSLS 3000 Sales Career Orientation and Management (1 credit)

This course is designed to provide an overview of careers in professional selling. This course will also deal with resume writing, interviewing, business etiquette, and dressing for success.  Prerequisite: Junior standing.  BUAD 3000 Career Development II is a course substitute.

PSLS 3080 Purchasing and Business Relationship Management (3 credits)

This course looks at the purchasing function from a strategic and behavioral perspective. Today's purchasing professional must deal with complicated supply chain relationships, increased demand for supply to be "Just-In-Time," and "Total Quality," with minimal costs. This course will use role plays, simulations, exercises, and cases to investigate issues relating to negotiation, relationship management, and other strategic purchasing issues.  Prerequisite: BUAD 3010

PSLS 3440 Sales (3 credits)

This course introduces students to the theory and practice of personal selling. Its primary focus is on the face-to-face aspects of the sales process. Its purpose is to provide a professional foundation for students interested in pursuing a career in sales.  Prerequisite: BUAD 3010

PSLS 3450 Account and Territory Management (3 credits)

This course introduces students to the activities involved in supporting buyer-seller interactions and the personal selling process. Its purpose is to provide skills in areas related to prospecting, sales administration and technology, time and territory management, and managing customer follow up.  Prerequisite: BUAD 3010

PSLS 4710 Sales Force Leadership (3 credits)

This course focuses on the activities and problems of first line sales managers in managing the sales function in the modern business organization. The role and functions of the sales manager will be examined, including sales force size and organization, and management of the sales force. Issues related to hiring, training, supervising, compensating, and evaluating salespeople are also emphasized.  Prerequisites: BUAD 3010, PSLS 3440

PSLS 4740 Advanced Sales (3 credits)

This course provides students in-depth study of advanced sales concepts including relationship management, problem solving, negotiation, and proposal writing. The course involves presentations by business people, field work, and video-taped role playing.  Prerequisites: PSLS 3440, PSLS 3450 

PSLS 4940 Integrative Capstone: Sales Internship (3 credits)

Practical sales experience is obtained by working in an organization. A written report detailing what was learned about sales is required.  Prerequisite: PSLS 3440 and Senior standing

Professional Sales Major-Plan of Study

The specific courses and the sequence of courses for the business curriculum depend upon a student's placement level in English and Mathematics as well as the availability of courses at registration. Arts and Science courses consist of the arts and humanities, natural sciences, and social sciences. The University Core Curriculum must also be adhered to when selecting Arts and Science course work. A minimum of 126 semester hours is required for graduation. Sales/marketing courses are listed in italics. Students may register as a Pre-Professional Sales Major as a freshman.

Fall Semester - Freshman Year

• BUAD 1000 Orientation, 1
• BUAD 1010 Intro. to Business, 3
• ENGL 1110 College Composition I, 3
• MATH 1260 Modern Business Math, 3
• PSY 1010 Intro. to Psychology (University Core Requirement Social Science), 3
• BUAD 1020 Micro-Computer Applications, 3

 

Spring Semester - Freshman Year

• University Core Requirement (Multicultural: Diversity of U.S. Culture) 3
• ECON 1150 Macroeconomics, 3
• ENGL 2960 Organizational Report Writing,3
• MATH 1270 Modern Business Math II, 3
• Non-Business Elective, 1
• PHIL 1020 Critical Thinking (University Core Req.-Humanities/Fine Arts), 3

 

Fall Semester - Sophomore Year

• BUAD 2040 Financial Accounting, 3
• Non-Business Elective, 3
• ECON 1200 Microeconomics, 3
• BUAD 2060 Data Analysis for Business, 3
• BUAD 2000 Career Development I, 1
• University Core Requirement (Natural Sciences: Based on intended industry sales), 3

 

Spring Semester - Sophomore Year

• BUAD 2050 Accounting for Decision Making, 3
• BUAD 2080 Global Environment of Business, 3
• BUAD 2070 Application of Statistics in Business Decision Making, 3
• University Core Requirement (Multicultural: Other than U.S.), 3
• University Core Requirement (Natural Sciences: Based on intended industry sales),3

 

Progression into the upper division is not automatic.

Fall Semester - Junior Year

• COMM 3880 Professional Business Communication, 3
• BUAD 3040 Principles of Financial Management, 3
• BUAD 3020 Manufacturing & Service Systems, 3
• BUAD 3010 Principles of Marketing, 3
• BUAD 3030 Managerial & Behavioral Processes, 3
• BUAD 3000 Career Development II, 1

 

Spring Semester - Junior Year

• COMM 3820 Persuasion Theory,4
• BUAD 3470 Legal & Ethical Environment, 3
• PSLS 3080 Purchasing and Business Relationship Management,3
• Elective: Minor/Emphasis, 3
• PSLS 3440 Sales, 3

 

Fall Semester - Senior Year

• PSLS 4940 Integrated Capstone (Required: Sales Internship)
• Elective: Minor/Emphasis, 3
• MKTG 4540 Business Marketing, 3
• COMM 3840 Interpersonal Comm. (University Core Req.-Humanities/Fine Arts), 4
• PSLS 3450 Account Planning and Territory Management, 3

 

Spring Semester - Senior Year

• BUAD 3050 Information Technology Management, 3
• BUAD 4020 Senior Business Policy Forum, 3
• Elective: Minor/Emphasis, 3
• PSLS 4710 Sales Force Leadership, 3
• PSLS 4740 Advanced Sales,3