Stephen Stagner Sales Excellence Institute

Undergraduate Professional Sales Curriculum

Overview
Curriculum
Our Students
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The Program for Excellence in Selling is a 2-semester program. If accepted into the program, you will complete 5 required classes — 3 in your first semester and 2 in your second.

Students are awarded Professional Selling certificates upon completion of MARK 4373, MARK 4376, MARK 4379, MARK 4374, and MARK 4380, in addition to the MARK 3337 prerequisite. To complete an advanced certificate, students must also apply to and complete MARK 4375.

*MARK 3336 is REQUIRED for a Sales Minor (regardless of major).

 

 

 

  • Prerequisite

    MARK 3337 - Professional Selling

    The only requirement is that you complete (with a B- or above) or are currently enrolled in MARK 3337 Professional Selling to be eligible to apply.

    Unfortunately, we cannot accept transfer credit for MARK 3337 Professional Selling.

  • Semester 1

    MARK 4373 - Advanced Professional Selling

    What You’ll Learn: Role Playing, Selling & Buying Cycle, Decision Center, Objection Handling and SPIN Selling

    Selling Project: Find a Mentor!

    Sales Quota: $250

     

    MARK 4376 - Customer Relationship Management

    What You’ll Learn: Sales CRM, Sales Technologies, Social Prospecting, Lead Management, Customer Engagement, and Team Collaboration

    Selling Project: PES Open Golf Tournament

    Sales Quota: $800 & Four Golf Player

     

    MARK 4379- Personal Branding

    What You’ll Learn: Personal Brand, Development, Strengths and Skill, Assessment, Resume and Interview Skills, Networking, Negotiation and Career, and Strategy

    Final Project: Personal Brand Website or Video

  • Semester 2

    MARK 4374 - Sales Management

    What You’ll Learn: Territory Management, Forecasting, Hiring, Performance Management, and Training & Coaching

    Selling Project: PES Sales Career Fair

    Sales Quota: 1 Recruiting Booth

     

    MARK 4380 - Digital Sales

    What You’ll Learn: Advanced Sales CRM, Virtual Sales, Social Listening, Social Selling, Sales Playbook, and Inside Sales

    Selling Project: PES Executive Education

    Sales Quota: 2 Sales Qualified Leads

  • Optional Classes

    MARK 4375 - Key Account Selling

    What You’ll Learn: Strategic Account Management, Decision Centers, Team Selling, Identifying Needs, Managing Account Teams, and Presentation Skills

    Selling Project: Corporate Partnerships, Executive Education and Sales and Sales Management Research

    Sales Quota: $10K-100K

     

    MARK 4380 - Selling Financial Services

    What You’ll Learn: Entrepreneurship, Sales Skills, Financial Services Industry

    Final Project: Create a Business Plan for Your Own Business

    MARK 4380 - Sales For Social Impact

    What You’ll Learn: Social Responsibility, Market Analysis, Presentation Skills, and Client Management

    Final Project: Marketing & Sales Plan for a Real Non-Profit Organization

 

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