 Professional Selling and Sales Management (B.A. and B.S.)
Minimum of five (5) years full time work experience required for admission
to this major. ‡
Professional selling is required in organizations in all sectors of all economies. Organizations seek those individuals who have book, people and sales process skills. The major in Professional Selling and Sales Management is for those who want to enhance their skills. Each student is encouraged to understand his/her ways of learning in order to continue his/her skills and abilities throughout his/her lifetime.
The Professional Selling and Sales Management major (PSSM) is a fast-paced program for adults and other students planning to enter sales. Students in their major are challenged to combine their prior learning (informal and non-formal) with theory, concepts, and history (formal learning) to maximize their effectiveness. Part of the process involves work in environments that are increasingly complex and reliant on participation in teams in which they apply their learning to both hypothetical and actual challenges.
The program provides the skills necessary to develop stronger selling systems that will in turn provide more predictable and stronger sales results. The program will provide students with powerful tools that will help develop sales process, sales management, and prospecting skills. In addition, students will complete a course that focuses on the mental aspect of selling, specifically addressing the direct impact of motivation on sales performance.
MAJOR IN PROFESSIONAL SELLING AND SALES MANAGEMENT
Required Courses for the BA: 33 semester hours
ACC2010 Foundations of Financial Accounting (3)
ACC2020 Foundations of Management Accounting (3)
BUS2010 Legal Environment of Business (3)
ECN2010 Foundations of Microeconomics (3)
ECN2020 Foundations of Macroeconomics (3)
BUS3200 Foundations of Management (3)
BUS3300 Foundations of Marketing (3)
BUS3400 Foundations of Finance (3)
BUS4990 Senior Seminar in Business Strategy (3)
MTH1120 Finite Mathematics (3)
MTH2320 General Statistics (3)
Required Courses: 6 semester hours
BUS3220 Management Information Systems (3)
BUS3500 International Business (3)
Required Professional Selling and Sales Management Courses: 12 semester hours
BUS3320 The Professional Sales Process (3)
BUS3340 Prospecting Methods (3)
BUS3360 Sales Management (3)
BUS3380 Sales Motivation and Performance (3)
Students planning to attend graduate school should consider a BS. For the BS, the following 10 semester hours are required in addition to the requirements for the BA for majors in Business Administration, Management, and Marketing.
BUS4230 Operations Management (3)
ECN3300 Business Statistics (3)
MTH2120 Calculus for Management & Sciences (3)
or
MTH2210 Calculus I (4)
NOTE: Supporting coursework in computer science, sociology, psychology, writing, and philosophy is strongly recommended by the faculty.
PROFESSIONAL SELLING AND SALES MANAGEMENT COURSE DESCRIPTIONS
Please refer to business course descriptions.
Please Note: The information listed on this page is current according to the 2006-2008 Undergraduate Catalog, unless otherwise noted.
‡ This information has been added since the printing of the 06-08 Undergraduate Catalog.
§ The name of this course has been changed since the printing of the 06-08 Undergraduate Catalog.
±This information is additional information specific to the Web site, not provided in the Undergraduate Catalog.
For more information about the Professional Selling
and Sales Management program, please contact:
The Dunham School of Business
Aurora University
347 S. Gladstone
Aurora, IL 60506
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