PSLS - PROFESSIONAL SALES

PSLS - 3000 SALES CAREER ORIENTATION AND MANAGEMENT
[1 hour]  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: Admitted to upper division.

PSLS - 3080 PURCHASING AND BUSINESS RELATIONSHIP MANAGEMENT
[3 hours]  This course looks at the purchasing function from a strategic and behavioral perspective using role plays, simulations, exercises, and cases to investigate issues relating to negotiation, relationship management, and other strategic purchasing issues.  Prerequisite: MKTG 3010.

PSLS - 3440   SALES
[3 hours]  Techniques for prospecting and qualifying potential customers and making presentations and demonstrations are considered, as well as personal management of the selling function.  Analyze the role of selling in Marketing.  Prerequisite: MKTG 3010

PSLS - 3450 ACCOUNT AND TERRITORY MANAGEMENT
[3 hours]  Introduction to activities involved in supporting buyer-seller interactions.  Exposes students to software and analysis skills needed for prospecting, sales paperwork, technology, time and territory management, and customer follow-up.  Prerequisite: MGKT 3010.

PSLS - 4710   SALESFORCE LEADERSHIP
[3 hours]  The role & functions of the first line 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 salespersons are also emphasized.  Prerequisite: MKTG 3010

PSLS - 4740   ADVANCED SALES
[3 hours]  The course provides in-depth study of advanced sales concepts including relationship management, negotiation, proposal writing, and account management. Course involves presentations by business, field work, video-taped role-playing.  Prerequisite: PSLS 3440

PSLS - 4940 INTEGRATIVE CAPSTONE: SALES INTERNSHIP
[3 hours]  Receive practical business experience working in an organization.  Prerequisite: Senior standing.

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Last Updated: 5/5/14