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Cynthia Ruppel, Ph.D.
Professor of Information Technology Professor Cynthia Ruppel

”I am a proponent of teaching students to learn by themselves and to think and question. With the Internet and so much information in today's world, it is important to be able to determine both relevant and accurate information. With today's communications technologies, the world has become a 'smaller' place.”

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Minor in Sales

A minor in sales is now available to all undergraduate students, regardless of major. This program gives students access to specialized training in a career area that features lucrative salaries and numerous job opportunities. The curriculum includes one marketing course plus four sales courses, which combine sales concepts with real-world sales techniques. The curriculum aims to educate students in sales concepts, which are vital in today's job market. Research has shown that employers are looking for basic business communication and sales skills in all professions; sales skills are an integral component of all occupations, whether you are selling yourself, an idea, a new business proposal or a new client.

The minor in sales requires completion of 15 credit hours.

MKT 3050 Marketing Principles and Application  3 credits
MKT 3210 Professional Selling  3 credits
MKT 3220 Advanced Selling  3 credits
MKT 3230 Managing the Sales Force  3 credits
MKT 3610 Social Networking  3 credits

Optional Course:
MKT 3900 Marketing Internship  3 credits

Current students: Please consult your Academic Advisor for program requirements or access SharkLink for your CAPP report. Program requirements are subject to change, and your Academic Advisor or CAPP report can provide you with the courses required for your catalog term.

Full-time professionals are available to discuss the minor in sales curriculum with you in greater detail. Simply call 800.672.7223 Ext. 25168 or contact our Enrollment Services Staff.

Course Descriptions

MKT 3050     Marketing Principles and Application  (3 cr.)

A focus on the marketing concept, and examination of a marketing oriented firm. Topics include consumer behavior, market analysis and the marketing mix. Students will produce a marketing plan.

MKT 3210     Professional Selling  (3 cr.)

The focus of this course is to introduce students to the field of professional and personal selling, their role in marketing, and the overall sales process required to cultivate long-term relationships through effective communications, rapport and bonding strategies. Prereq: MKT 3050 or SPT 3650.

MKT 3220     Advanced Selling  (3 cr.)

The focus of this course is the application of contemporary selling behaviors that apply to any industry. Building on concepts learned in MKT 3210, students explore the role of professional selling in the firm?s marketing strategy. This course is designed to develop one?s selling and communication skills via mock presentations and role plays. Prereq: MKT 3210

MKT 3230     Managing the Sales Force  (3 cr.)

In this course, students will learn to develop selling strategies for effective sales proposals that ensure high probability sales closure. State-of-the-art techniques will be discussed for crafting customer oriented presentations using appropriate media and demonstration tools. Students will also learn powerful techniques for avoiding buyer remorse and maintaining ongoing relationships. In addition, business development strategies will be learned using innovative techniques. Prerequisites: MKT 3220

MKT 3610     Social Networking  (3 cr.)

This course offers a comprehensive overview of how social networking is used in brand awareness and sales generation. Specifically, students will become familiar with the role played by social networks in spreading marketing content, building target audience communities and creating thought leadership. Tools and techniques will be introduced for posting, pinning and sharing content through Facebook, LinkedIn, Twitter, Google+, Tumblr and a variety of photo and video sharing networks. Students will learn how to activate and engage communities of these networks with contests and brand conversations as well as share-worthy content. The course includes social media marketing plan exercises that provide hands-on experience in both social community development and fan engagement. In addition, context-marketing strategies will be examined for reaching audiences through location-based services, mobile apps and behavioral targeting techniques.Prerequisites: MKT 3600.