Minor in Professional Selling

The UA Little Rock School of Business offers a minor in Professional Selling with a business-to-business (B2B) perspective. Students will complete a four-course sequence of sales and sales management courses. The sales minor program is supported by local and national firms who, not coincidentally, hire UA Little Rock graduates every year. Courses are practical, hands-on, and taught by faculty who have B2B sales experience. Students can also participate in a national sales competition.

Anyone admitted to a UA Little Rock bachelor’s degree program may obtain this minor.

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.