PROFESSIONAL SALES PROGRAM at Virginia Tech

Ready to make a sale? Professional Selling, Sales Force Management, Strategic Marketing, and Buyer-Seller Relationships set this concentration apart from the rest. These are the core principles to learn from if you are interested in a career in sales and sales management.  

 

"Nothing happens until somebody sells something." This old saying is truer today than ever before. Recent statistics by the U.S. Department of Labor (2015) estimate that professional sales positions are expected to increase 7-30 percent by 2024. This condition has created strong competition among employers to recruit and retain the very best business student graduates for professional sales careers.

Selling in the 21st Century has changed. The focus of most sales careers today is on securing, building and maintaining long-term relationships with profitable customers.

The Professional Sales program in the Marketing Department in the Pamplin College of Business is designed to prepare students for careers in professional sales. According to a study by the Chally Group, nearly "66 percent of all college and university graduates will enter a sales career." Furthermore, data shows that over 80 percent of all marketing graduates nationally will accept a sales position. So why not be prepared?

Curriculum

The professional sales minor (Fall 2013) for non-marketing majors will entail a minimum of 18 credit hours of study with four required three-credit hour courses and two three-credit hour elective courses.

The professional sales Major Concentration for marketing majors will entail a minimum of 15 credit hours of study with three required three-credit hour courses and two three-credit hour elective courses.

Required Courses

Major Concentration for Marketing Majors Minor for Non-Marketing Majors
MKTG4554 Buyer Seller Relationships MKTG3104 Marketing Management
MKTG4454 Sales Force Management MKTG4554 Buyer Seller Relationships
MKTG4774 Advanced Personal Selling MKTG4454 Sales Force Management
  MKTG4774 Advanced Personal Selling

Study of the marketing process from a macro and management viewpoint. The macro viewpoint includes the role of marketing in society. The management viewpoint includes the product, distribution, promotional, and pricing decisions. Junior standing required. (3H,3C).

MKTG 3104: MARKETING MANAGEMENT
Study of the marketing process from a macro and management viewpoint. The macro viewpoint includes the role of marketing in society. The management viewpoint includes the product, distribution, promotional, and pricing decisions. Junior standing required. (3H,3C).

MKTG 4554: RELATIONSHIPS BETWEEN BUYERS AND SELLERS
Introduction to the theory and practice of personal selling with emphasis on the relationship between buyers and sellers. It provides a professional foundation for students interested in pursuing a career in sales. (3H,3C)

MKTG 4454: SALES FORCE MANAGEMENT
Integration of behavioral research to provide an understanding of the role of the salesperson within the sales organization and in relation to the buyers. Personal selling examines the dyadic interaction between buyer and seller. Managing the sales force covers planning, organizing, directing, and controlling the activities of the sales personnel. Junior standing required. Pre: 3104, 4554. (3H,3C)

MKTG 4774: ADVANCED SALES
Builds on the concepts in learned in MKT 4454. Provides knowledge in areas related to purchasing, sales negotiations, customer resource management and sales force automation. Pre: 3104, 4554 (3H,3C)

Elective Courses

Choosing any two (2) of the courses listed below. Students will also have the option of requesting to substitute an elective not listed below.

MKTG 4204: CONSUMER BEHAVIOR:
An integrated analysis of individual and environmental influences on consumer decision making, purchase, and consumption behaviors with strong emphasis on implications for developing, executing, and assessing marketing strategy. Junior standing required. Pre: 3104 or 3104H. (3H,3C)

MKTG 4404: FIELD PRACTICUM IN MARKETING:
Application of marketing concepts and theories to a specific business concept. On-site performance of marketing activities and a written analysis of the firms marketing strategy and execution. Junior Standing Pre: 3104. (3H,3C)

MKTG 4974: INDEPENDENT STUDY IN PROFESSIONAL SELLING:
Application of sales concepts and theories. Junior Standing Pre: 3104, 4554.

COMM 3064: PERSUASION:
Theoretical foundations of persuasion; techniques of persuasion; contemporary persuasive practice and campaigns; persuasive media strategies. Junior standing required. Pre: 1016 or ENGL 1106. (3H,3C)

COMM 3124: INTERPERSONAL COMMUNICATION:
Basic theories and processes of person-to-person communication; interpersonal perception; verbal and nonverbal communication; establishment of relationships in the family and work situation. Junior standing required. (3H,3C)

CHE 4144 (MKTG 4144): BUSINESS AND MARKETING STRATEGIES FOR THE PROCESS INDUSTRIES:

Business strategies and industrial marketing concepts, and their application in the chemical, pharmaceutical and related process industries. The course is designed for engineers and other students planning a career in the process industries. Junior standing required. (3H,3C)

Professional Sales Program

Brian K. Collins

Director of Sales Center at Virginia Tech
Email collinbr@vt.edu
540-231-9621