Center for Sales Excellence

Course Descriptions

Pre-Requisite Course:
MKT 301 Fundamentals of Marketing
Required Courses:
MKT 450 Selling and Sales Force Management*
MKT 465 Advanced Selling and Sales Force Management
MKT 491 Professional Sales Practicum
MKT 466 Sales Analytics**
Elective Courses:
MGT 301 Principles of Management (must be in junior standing)
MKT 420 Consumer Behavior*
MKT 452 Business to Business Marketing*
MKT 456 Customer Relationship Management*
COM 242 Public and Professional Speaking
COM 350 Persuasive Communication and Attitude Change
PSY 335  Consumer Psychology***
UST 433 Negotiation and Conflict Management

*Pre-requisite is MKT 301: Fundamentals of Marketing.

**May be substituted for non-business majors with an addtional elective course.

***Pre-requisite is PSY 101: Introduction to Psychology.

MKT 301: Fundamentals of Marketing

No Pre-requisite. Examines the role of marketing in business and nonprofit organizations from managerial as well as societal and ethical perspectives. Focuses on development and implementation of the marketing program by surveying relevant concepts from the social and behavioral sciences, examining trends in domestic and world markets; exploring decisions related to market selection, strategic market planning and the marketing mix areas of product, price, promotion and distribution. Return to top.

MKT 450: Selling and Sales Force Management

Pre-requisite: MKT 301. Covers tasks and responsibilities of professional selling and the challenges of managing both the individual and team sales functions. Stresses analytical and interpersonal skills, account management, proposal development, planning, organizaing, directing, motivating and controlling a sales organization. Examines legal and ethical dimensions of professional selling. Return to top.

MKT 465: Advanced Selling and Sales Force Management

Pre-requisites: MKT 301 and MKT 450. Covers advanced tasks and responsibilities of professional selling situations.  Emphasis will be placed on B2B sales, presentations, demonstrations, sales analytics, technology, strategic goal setting, time management and relationship building skills.  Return to top.

MKT 491: Professional Sales Practicum

Pre-requisites: MKT 301 and MKT 465. Relevant, professional sales experience in the form of an internship. This practical application of knowledge is critical to gaining experience, applying classroom learning and can lead to successful employment after graduation. The professional internship must follow the NACE (National Association of Colleges and Employers) and Monte Ahuja College of Business guidelines. Learn more about earning internships for academic credit hereReturn to top.

MKT 466: Sales Analytics

Pre-requisites: MKT 301 and MKT 465. Sales analytics are vital to design and maintain an effective and efficient sales department. This course provides a comprehensive foundation for understandign sales analytic systems that can be used for discovering insights from sales data, diagnose problems and predicting sales trends. Students learn how to compute key performance indicators (KPIs), identify potential drivers of KPIs, segment markets, perform predictive analysis and compute customer lifetime value (CLV).  Students also use a popular sales customer relationship management (CRM) software (e.g.,, to learn how to manage business contacts, improve quota attainment, automate sales, increase customer retention and close more deals resulting in revenue.  A hands-on problem-solving based approach is used to help students develop the skills required to determine the nature of problems, learn how to use software to analyze data, interpret relevant data and devise appropriate strategies. Return to top.

MGT 301: Principles of Management

Prerequisite: Junior Standing. An in-depth examination of managerial roles and functions; covers planning, organizing, controlling, leading, staffing and problem-solving in contemporary organizations; examines foundations of management thought and managerial processes that lead to organizational effectiveness. Return to top.

MKT 420: Consumer Behavior

Prerequisite: MKT 301. Investigates consumer and organizational buying motives, buying influences and buying decision-making processes and their implications for marketing strategies and public/social policy. Explores cross-cultural, ethical and research issues in understanding consumer and industrial/organizational buying. Return to top.

MKT 452: Business to Business Marketing

Prerequisite: MKT 301. Explores concepts, analytical tools, management practices and advances in marketing goods and services to industrial, commercial, institutional and other business markets in domestic and global environments. Includes lectures, case analyses, discussion, oral presentations, written reports and execution of a field project. Return to top.

MKT 456: Customer Relationship Management

Prerequisite: MKT 301. Introduces the basic theories and methodology of customer relationship management, including identifying profitable customers, understanding their needs and wants and building a bond with them by developing customer-centric products and services directed toward providing customer value. Provides hands-on experience with popular analytical CRM and data mining tools that are widely used in the industry. Topics will cover the issues in the customer life cycle: market segmentation, customer acquisition, basket analysis and cross-selling, customer retention and loyalty and practical issues in implementation of successful CRM programs. Return to top.

COM 242: Public & Professional Speaking

No Prerequisite. Organizing and presenting informative and persuasive speeches, with stress on evidence and reasoning to support ideas, and adapting to the audience and speaking situation. Return to top.

COM 350: Persuasive Communication and Attitude Change

No Prerequisite. Introduces students to the field of persuasion. Examines theories of persuasion, research on persuasive communication, and the formation of social and political attitudes. Topics include the dynamics of attitude change, interpersonal persuasion, brainwashing, subliminal persuasion, and media information campaigns. Return to top.

PSY 335: Consumer Psychology

Prerequisite: PSY 101. Examination of the role of psychological processes (such as attitudes, needs, personality) in influencing one’s reaction to consumer goods and services. Implications for advertising, marketing research, and public opinion polling will be addressed. Return to top.

UST 433: Negotiation and Conflict Management

No Prerequisite. Examines conflict as an omnipresent component of any decision-making environment; tools for understanding the nature of conflict; introduces individual and group strategies that minimize the destructive consequences of conflict; identifies solutions that are satisfactory to all involved; includes lectures, discussions, and simulation games.

Return to top.