MBAX 6372 - Professional Selling and Sales Management
Primary Instructor
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Spring 2021 / Spring 2022 / Spring 2023
The course is designed to give graduate degree business students experience with the key skills in professional selling and an understanding of the role that professional selling plays in the success of many B2C businesses and most B2B businesses. Students will also learn about the factors that determine high performance among individual professional sellers and the organizations that employ them.
MKTG 3100 - Fundamentals of Professional Selling
Primary Instructor
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Spring 2018 / Fall 2018 / Spring 2019 / Fall 2019 / Spring 2020 / Fall 2020 / Fall 2021 / Spring 2022 / Fall 2022 / Spring 2023 / Fall 2023
Introduces the principles and strategies of modern professional selling while exploring sales as effective, persuasive communication. Students learn to identify prospects, uncover needs, and present value through engagement with experienced professionals and applied projects. Emphasizes listening, influence, and negotiation skills applicable across careers, and examines how technology and AI are transforming the sales landscape.
MKTG 3150 - Advanced Professional Selling & Sales Management
Primary Instructor
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Spring 2018 / Spring 2019 / Spring 2020 / Spring 2021 / Spring 2022
Expands understanding of professional selling through advanced skills, sales strategy, and leadership. This course builds on MKTG 3100 to prepare students to secure sales roles, accelerate early career success, and lead teams. Topics include sales trends, go-to-market planning, organizational alignment, and strategies for building and managing high-performing sales organizations.
