Professional Sales (SALS)
SALS 230. Professional Selling and Communication. 1 Unit.
This course explores the field of professional selling and the overall sales process required to create value and successful long-term relationships with customers. Focus is on earning trust, sales ethics, buyer behavior, communication skills, strategic prospecting, needs assessment, sales presentations, negotiating, and service after the sale. Extensive use of lab simulated and actual customer role-plays are integrated throughout the course for students to demonstrate the methods learned. Prerequisite: Sophomore standing or Permission of Department. Students may not earn credit for both SALS 230 and SPTB 350.
SALS 330. Advanced Professional Selling and Communication. 1 Unit.
The focus of this course is the study and application of advanced sales creation strategies and skills that apply to any industry. Building on the content and skills learned in SALS 230, students will apply their individualistic sales personalities to complex issues such as national account selling, international selling strategies, and contract negotiations. A key component of Advanced Professional Selling (SALS 330) is the student's demonstrated mastery of the selling process whereby students will begin teaching others the professional selling process. Lab simulated and actual customer role-plays are used extensively throughout the course. Prerequisite: SALS 230 or SPTB 350.
SALS 390. Special Topics in Professional Sales. 1 Unit.
SALS 410. Sales Management. 1 Unit.
This course is an interactive exploration of the strategic and tactical issues important to managing and leading a professional sales organization. The curriculum is designed around frameworks that provide the sales manager with an understanding of the entire sales force system, which affords the student a comprehensive view of the significant decisions faced by any selling organization. Frameworks include the role of the sales force in go-to-market strategies, how to assess the effectiveness of a selling organization, and success drivers such as sales force sizing, hiring, training, compensation, and coaching. Lab simulated role-plays are used extensively throughout the course to demonstrate methods learned. Prerequisites: SALS 330, MKTG 315.
SALS 450. Executive Sales Strategy. 1 Unit.
This course integrates other sales and marketing courses in order to emphasize the development and application of problem-solving techniques in a wide range of sales and sales management problems. Using cases and role-plays, students develop skills in linking the logic and concepts of sales and marketing to data, analyze relevant data, and make and justify rational sales and sales management decisions. Prerequisite: SALS 410; Senior standing; Professional Sales majors only (or Permission of Department).
SALS 490. Special Topics in Professional Sales. 1 Unit.