Bachelor of Business Administration in Professional Sales
Professional Sales Major
Required Professional Sales Courses:
- PSLS 3000 Sales Career Orientation and Mgmt, 1 credit hour
- PSLS 3440 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
Additional Required Businesses Courses for Professional Sales Specialization:
- MKTG 4540 Business Marketing, 3 credit hours
- PSLS 3080 Purchasing & Industrial Buyer Behavior, 3 credit hours
Required College of Business Administration Core Courses (same as any other major):
- BUAD 2040 Financial Accounting, 3 credit hours
- BUAD 2050 Accounting for Decision Making, 3 credit hours
- BUAD 1000 Orientation, 1 credit hour
- BUAD 1010 Intro. to Business, 3 credit hours
- BUAD 3040 Principles of Financial Management, 3 credit hours
- BUAD 1020 Micro-Computer Applications, 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 3020 Manufacturing & Service Systems, 3 credit hours
- BUAD 3030 Managerial & Behavioral Processes, 3 credit hours
- BUAD 3470 Legal & Ethical Environment, 3 credit hours
- BUAD 4020 Senior Business Policy Forum, 3 credit hours
- MKTG 2080 Global Environment of Business, 3 credit hours
- BUAD 3010 Principles of Marketing, 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 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:
- MKTG 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 one of 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
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
- University Core Requirement (Natural Sciences: Based on intended industry sales), 3
Spring Semester - Sophomore Year
- BUAD 2050 Accounting for Decision Making, 3
- MKTG 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
- PSLS 3000 Sales Career Orientation and Management, 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
- COMM 4810 Nonverbal Communication, 3
- BUAD 4020 Senior Business Policy Forum, 3
- Elective: Minor/Emphasis, 3
- PSLS 4710 Sales Force Leadership, 3
- PSLS 4740 Advanced Sales,3
