Professional Selling

Students are awarded the Minor in Professional Selling upon completion of a four-course sequence of sales and sales management courses. These courses may also count toward advanced business electives for other business majors. The sales minor focuses on business-to-business selling with a concentration on consultative, value-added problem-solving. Oral and written communications are integral to the program. Students also have the opportunity to participate in a national sales competition.

Minor Requirements (12 hours)

MKTG 3350 Principles of Marketing
Introduction to the structure and functions of the marketing system of economy and to the marketing practices of organizations. Includes examination of the environments of marketing decision making, marketing institutions and agencies, and marketing practices of organizations.

MKTG 3353 Professional Selling
An examination of the requirements and responsibilities of professional sales reps, including knowledge and skill requirements, market development, preparation, effective sales communications, and customer relations.

MKTG 4351 Sales Management
Administration of the professional sales force. Includes recruitment, selection, training, organization, motivation, compensation, and control of sales staff.

MKTG 4355 Advanced Professional Selling
Advanced techniques of salesmanship, field application of selling techniques, improving communications skills. Key focus is key account selling and relationship management. Problem solving as the basis of consultative selling. Business-to-Business emphasis.

Admission: Anyone admitted to a UALR bachelor’s degree program may obtain this minor.

Graduation: The sales minor will be conferred upon bachelor’s degree and minor requirement completion with a 2.5 cumulative GPA.

Department of Marketing Course Catalog AY 2012-2013