Program Description
In the professional sales program at CMU, you’ll have hands-on experience with personal selling through our partnership with Carew International, one of the top 10 sales training firms in the United States. You’ll earn certification in professional selling, advanced positional selling/pathway to negotiations and enterprise selling. You’ll be exposed to key sales components through the same training received by Fortune 500 companies such as John Deere, Dow Corning, Coca Cola and International Paper.
Points of Pride
- As a CMU sales student, you’ll join the 100 percent of alumni who have secured full-time positions within three months of completing their undergraduate career — 90 percent of whom had a job at graduation.
- CMU students win national and regional sales competitions, with most recent honors being first place at the Pi Sigma Epsilon (national sales fraternity) competitions in 2013 and 2014, wins at four regional sales competitions, and a top-five placement at the National Collegiate Sales Competition.
- CMU has been recognized by the Sales Education Foundation for having one of the top U.S. sales programs for the last five years.
Put Your Degree to Work
As a professional sales graduate, you’ll have the opportunity to work in a number of industries including packaged goods, finance, medical/dental sales, accounting/tax, industrial equipment, pharmaceuticals and telecommunications. Sales positions include account executives, national account managers, medical sales executives and inside sales representatives.
Our sales students work at many Fortune 500 companies including AT&T, Henry Schein, ADP, Stryker, Oracle, Federated Insurance, Johnson & Johnson, Thomson Reuters, and Dow Corning.
U.S. Bureau of Labor Statistics sample data
| Job | Median Pay | Job Growth through 2022 |
|---|
| Manufacturing sales representative | $57,870 per year | 9% (169,300 more jobs) |
| Sales manager | $105,260 per year | 8% (29,800 more jobs) |
| Insurance sales agent | $48,150 per year | 10% (45,900 more jobs) |
Program Overview
The course listings below are a representation of what this academic program requires. For a full review of this program in detail please see our official online academic bulletin AND consult with an academic advisor. This listing does not include the General Education courses required for all majors and may not include some program specific information, such as admissions, retention, and termination standards.
(Click on the course name or number for a complete course description.)
Marketing Major: Professional Sales Concentration
Total: 39 semester hours
Common Body of Knowledge Courses I
(6 hours)
BUS 100
Essential Business Skills
3
Introduces students to the concept of a business, its disciplines, and essential business skills including decision making, team work, and oral and written communication. This course is approved for offering in a distance learning format.
MGT 499
Integrated Capstone-Strategic Management
3
An integrative capstone course applying and analyzing financial, marketing, supply chain and other business functions within a global strategic management perspective. This course may be offered in an online format. Prerequisites: 86 semester hours completed; BUS 300, 301; MGT/MKT 303; FIN 302; MKT 304; Tier 2 Admission to Professional Business Studies. Preference given to graduating seniors.
Common Body of Knowledge Courses II
(3 hours)
Select one of the following:
BUS 300QR
Applied Business Statistics
3
Applications of statistical analysis to support business decision making. Covers collection of business data, analysis of business datasets, and presentation of results. This course may be taught in an online format. Quantitative Reasoning. Prerequisites: STA 282 or 382; 26 hours completed.
BUS 503
Business Process Improvement
3
This course applies principles and practices of Lean Six Sigma (LSS) and other operations improvements that have been demonstrated to bring value to business. LSS builds on a business statistics foundation. Prerequisites: STA 282 or 382; 56 semester hours completed.
Core Courses
(18 hours)
MKT 255
Introduction to Logistics and Physical Distribution
3
Functions, tactics, and current trends that shape logistics management. Introduces fundamentals of logistics, including inventory, transportation, and distribution. This course may be offered in online or hybrid format. Prerequisite: BUS 100; Co-requisite: BIS 255 or 221.
Characteristics of consumers affecting the decision process in buying and the marketing implications. Prerequisites: MKT 300 or MKT 304, 56 semester hours completed, and admission to Professional Business Studies or listed on signed major or minor.
MKT 310
Marketing Communications
3
An overview of advertising, personal selling and sales promotion, and other techniques that an organization would use to communicate with its target markets. Prerequisites: MKT 300 or MKT 304; 56 semester hours completed; admission to Professional Business Studies or listed on signed major or minor. This course is approved for offering in a distance learning format.
MKT 450
Marketing Research
3
Methodology used in gathering, recording, and analyzing marketing data to aid executives in making marketing decisions. Prerequisites: MKT 300 or MKT 304; STA 282; 56 semester hours completed; admission to Professional Business Studies or listed on signed major or minor. Recommended: BUS 300.
MKT 490
Internship in Marketing/Logistics
3-6
A full time work experience occurring within a marketing or logistics organization. Detailed written report and assigned readings required. Prerequisites: Permission of instructor and department chairperson; 56 semester hours completed; Marketing or logistics major in addition to MKT 300 or MKT 304; admission to Professional Business Studies or listed on signed major or minor. Recommended: Completion of 6 credit hours in marketing.
MKT 499
Strategic Marketing Problems
3
A functionally integrative capstone course which focuses upon developing a decision-making framework. Students formulate and implement comprehensive marketing strategies within a global context. Prerequisites: 86 semester hours completed; MKT 255, 305, 310, 450; admission to Professional Business Studies or listed on signed major or minor.
Required Courses I
(12 hours)
MKT 340
Personal Selling
3
Analysis of the field of personal selling as a vital element of the promotional efforts of the firm. Prerequisites: MKT 300 or 304; 56 semester hours completed; admission to Professional Business Studies or listed on a signed major or minor; or with approval from the Office of Undergraduate Business Studies. For students with a signed minor in Electronic Media Sales, BCA 265QR and 56 semester hours completed.
MKT 420
Advanced Selling and Negotiation
3
Methods for building the consultative selling skills necessary to form relationships with customers, negotiate successfully and develop and deliver effective sales presentations. Prerequisites: MKT 300 or 304; MKT 340; 56 semester hours completed; admission to Professional Business Studies or listed on a signed major or minor.
MKT 440
Sales Management
3
The organization, planning, operation and control of a field sales force from the perspective of the sales manager. Prerequisites: MKT 300 or 304; 56 semester hours completed; admission to Professional Business Studies or listed on signed major or minor. For students with a signed minor in Electronic Media Sales, BCA 265QR and 56 semester hours completed.
MKT 460
Organizational Selling
3
Methodologies that enable one to work with the leadership of customer organizations in order to develop solutions that enhance and sustain their competitive advantage. Prerequisites: MKT 300 or 304; MKT 340; 56 semester hours completed; admission to Professional Business Studies or listed on a signed major or minor.
