College of Business, CSU, Chico
Accredited by AACSB
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Professional Sales Program
Required Foundation Course
ACCT 201 – Introduction to Financial Accounting
Elective Courses
- One course selected from...
- FINA 456 – Risk and Insurance
- MGMT 645 – Negotiation Techniques for Conflict Resolution
- MGMT 441 – Managing Personal Success
- MGMT 447 – Leadership
- MGMT 444 – Managing Project Teams
- MINS 235 – Databases
- MKTG 489 – Directed Internship
Curriculum
Students participating in the program complete 21 credits and earn a professional sales certificate. Credits are comprised of 1 required foundation course, 5 required core courses, and 1 elective.
Core Courses
MKTG 305 – Survey of Marketing
Nature and functions of marketing systems and marketing in the individual firm. Study of the marketing mix, marketing institutions, and the environments in which marketing decisions are made.
MKTG 371 – Consumer Behavior
Study of the decision processes of individuals and groups toward consumer products and the implications to marketers.
Emphasis on individual, group, and external determinants of consumer attitudes and behavior.
MKTG 470 – Sales Force Management
Organization and control of manufacturer and wholesaler sales departments are reviewed. Emphasis is placed on sales potentials, territory structure, quotas and compensation, sales and cost analysis, sales person selection, motivation, and evaluations.
MKTG 473 – Strategic Personal Selling
Principles and practices of strategic personal selling, including relationship strategy, customer strategy, product strategy, and presentation strategy are reviewed. The role of personal selling in the marketing mix and the current business mix is also examined.
MKTG 483 –Advanced Topics in Professional Sales
Sales negotiations, customer relationship management, and ethical dimensions of selling are examined and are complemented by a field practicum.