Professional Sales Academic Programs
Students at Southern Utah University and studying Professional Sales demonstrate the mastery of their subject matter through work-based projects and experiences. Classes are designed to spend 60% of the time in the classroom and 40% of time in hands-on learning. Students in the on-campus Professional Sales program will practice their selling skills through industry-based projects and experiences, in-class role plays, lecture based discussions, and through competitions that require selling ideas, products, and services to experienced professionals who understand sales.
Ethical, capable, and highly-skilled sales people are the primary economic driver for most businesses. Studying Professional Sales provides a pathway for students to study, learn, and practice sales skills that are essential for them to be successful in their chosen careers.
Bachelor of Science in Professional Sales
The most beneficial academic pathway in Professional Sales is earning a Bachelor of Science in Professional Sales. Not only do students receive a foundational education in sales, but they receive an advanced mastery of sales skills that propel them towards the workforce after graduation. The 120.5-credit curriculum gives students the opportunity to achieve a well-rounded sales education, blending core business and marketing coursework with specialized sales training, customer relationship technology, psychology and persuasive communication. Developed alongside the SUU Professional Sales Advisory Board and industry hiring partners, the program ensures students master the complete sales lifecycle from lead generation and territory management to data-driven decision-making.
General Education Requirements (28+ credits)
Professional Sales Curriculum (92.5 credits)
Pre-Business Foundation (23 credits)
- ACCT 2010 - Accounting Principles 3 Credit(s)
- ANLY 2500 - Introduction to Business Analytics 3 Credit(s)
- BA 2010 - Spreadsheet Applications 3 Credit(s)
- ECON 2010 - Principles of Microeconomics 3 Credit(s) [GE Social/Behavioral Sciences]
- MATH 1040 - Statistical Inference 4 Credit(s) [GE Quantitative Literacy]
- MATH 1050 - College Algebra 4 Credit(s) [GE Quantitative Literacy]
- MGMT 2000 - Professional Development 3 Credit(s)
Additional Business Foundation (9 credits)
- ACCT 2020 - Managerial Accounting 3 Credit(s)
- ECON 2020 - Principles of Macroeconomics 3 Credit(s) [GE Social/Behavioral Sciences]
- MGMT 2020 - Business Communication 3 Credit(s)
Business Core (18.5 Credits)
- ACCT 3350 - Business Law and Ethics 3 Credit(s)
- FIN 3250 - Managerial Finance I 3 Credit(s)
- MGMT 3100 - Operations Management 3 Credit(s)
- MGMT 3180 - Management and Organizations 3 Credit(s)
- MGMT 4950 - Strategic Management 3 Credit(s)
- MKTG 3010 - Marketing Principles 3 Credit(s)
- BA 4999 - Assurance of Learning 0.5 Credit(s)
Professional Sales Core (45 Credits)
- MGMT 3650 - Negotiation 3 Credit(s)
- MKTG 4750 - Business to Business (B2B) Marketing 3 Credit(s)
- PSY 1010 - General Psychology 3 Credit(s) [GE Social/Behavioral Sciences]
- PSY 3270 - Motivation and Emotion 3 Credit(s)
- SALE 2930 - Fundamentals of Selling - Building Blocks for Successful Selling 3 Credit(s)
- SALE 3150 - Sales Process 3 Credit(s)
- SALE 3160 - Sales Prospecting 3 Credit(s)
- SALE 3250 - Psychology of Sales 3 Credit(s)
- SALE 3550 - Sales Management and Leadership 3 Credit(s)
- SALE 3750 - Customer Relationship Management 3 Credit(s)
- SALE 3950 - Leveraging Technology in Sales 3 Credit(s)
- SALE 4860 - Sales Practicum 3 Credit(s)
- SALE 4910 - Sales Capstone and Competition 3 Credit(s)
- SALE 4930 - Advanced Sales Techniques and Strategies 3 Credit(s)
Total Credits, Major: 120.5
Students must complete all courses with a "C" (2.0) grade or better for them to be applied to the major requirements.
Students receiving the Professional Sales Minor are ready to hold positions such as:
- Sales Development Representatives
- Director of Sales
- Business Sales Account Executives
- Mortgage Bankers
- Account Managers
- Vice Presidents over Sales
- Buyers and purchasing agents
- Marketing managers
- Sales Managers
In our advanced curriculum offered through the Major, students will learn:
- Advanced Sales Methodology: Students will demonstrate mastery of the entire sales cycle, including prospecting, needs discovery, value proposition creation, objection handling, and closing techniques.
- Sales Technology and Analytics: Graduates will be proficient in utilizing modern Customer Relationship Management (CRM) tools and data analytics to manage territories, forecast revenue, and optimize pipeline performance.
- Strategic Communication: Students will develop the ability to construct and deliver complex, data-driven sales presentations tailored to diverse stakeholder needs in a B2B environment.
- Other skills as noted: Negotiation principles, tools, strategies, and tactics, problem-resolution skills, behavioral studies, human motivation and emotions, understanding of self and others, persuasive strategies
Professional Sales Minor
The minor in Professional Sales provides the foundational education and training for students that will provide sales skills and abilities needed in all industry clusters. The minor attaches to any major/baccalaureate degree and is applicable for most every field of study as students can apply their sales skills in any future career. Students receiving this minor will be equipped to join the sales workforce obtaining jobs as sales development representatives, director of sales, business sales account executives, mortgage bankers, account managers, and vice presidents over sales.
Professional Sales Curriculum (18 Credits)
Core Requirements (15 Credits)
- MGMT 3650 - Negotiation 3 credit(s)
- MKTG 2930 - Fundamentals of Selling 3 Credit(s)
- MKTG 3150 - Sales Process 3 Credit(s)
- MKTG 4750 - Business to Business (B2B) Marketing 3 Credit(s)
- MKTG 4930 - Advanced Selling Techniques 3 Credit(s)
Elective Courses (3 Credits)
Select one of the following:
- COMM 3110 - Persuasion 3 Credit(s)
- ENTR 3210 - Entrepreneurship 3 Credit(s) (requires pre-requisite)
- MKTG 3160 - Sales Prospecting 3 Credit(s)
- PSY 1010 - Intro to Psychology 3 Credit(s)
- PSY 3700 - Personality Theory 3 Credit(s) (requires pre-requisite)
Total Credits, Minor: 18
Students must complete all courses with a "C" (2.0) grade or better for them to be applied to the minor requirements.
Students receiving the Professional Sales Minor are ready to hold positions such as:
- Sales Development Representatives
- Director of Sales
- Business Sales Account Executives
- Mortgage Bankers
- Account Managers
- Vice Presidents over Sales
- Buyers and purchasing agents
- Marketing managers
- Sales Managers
In addition to learning how to successfully and effectively sell products and services through sales foundations and advanced selling techniques, students will have the opportunity through the various offered classes to learn topics such as
- Negotiation principles, tools, strategies, and tactics
- Problem-resolution skills
- Conflict resolution
- Consumer and organizational buying influences
- Survey research methods
- Strategic marketing plans
- Behavioral studies
- Human motivation and emotions
- Understanding of self and others
- Persuasive strategies
- Business planning and feasibility
Certificate in Professional Sales
For anyone interested in sales, but not ready to commit to a degree, the Certificate in Professional Sales is a great solution. Not only is it the first step to advancing your sales education at SUU, it also applies towards the Professional Sales Minor and Major giving you the opportunity to further your education without starting over. The certificate allows you to test the waters and receive a basic knowledge in sales and practice skills necessary for a sales career.
The first step to becoming a professional in sales is to begin your education with a Certificate in Professional Sales at SUU. Earning this certificate starts the path to receiving a baccalaureate degree or minor in sales and makes you a much more competitive applicant in the workforce. To earn the certificate, students must complete the following requirements:
- MKTG 2930 - Sales Foundations (3 credits)
- MKTG 4930 - Advanced Selling Techniques (3 credits)
- A sales-based project approved by Director of Professional Sales, Kurt Wankier.
- Participate in Business Sales Pitch Competition where students are required to pitch an entrepreneurial venture to a panel of experts.
Students receiving this certificate will be equipped to join the sales workforce obtaining jobs as:
- Sales Retail Associate
- Customer Service Representative
- Sales Representative
- Sales Department Manager
Through the Certificate in Professional Sales, students will have the opportunity to learn the techniques involved in selling. These techniques include presenting sales pitches, understanding buyer motivations, the fundamental skills necessary to sell, selecting, training, and evaluating salespeople, compiling a sales forecast and budget, and learning ethical and legal selling issues.
SUU Launch Certificate in Entrepreneurial Sales
Offered only to high school students, the Certificate in Entrepreneurial Sales gives students the opportunity to learn about sales before entering college for a head start to earning their SUU Certificate in Professional Sales, the Professional Sales Minor, or the Professional Sales Major. This certificate is stackable and helps students complete their required courses before ever starting their higher education journey!
High School students who earn the Certificate in Professional Sales at SUU start their college careers with an advantage. Participating in these classes counts towards high school and college credits and begins the path to earning the Certificate, an Associate’s Degree or Minor in Professional Sales at SUU. Earning this certificate gives high school students a competitive edge to other candidates in the workforce. To earn this certificate, students must complete:
Two Southern Utah University concurrent enrollment courses, both including work-based learning components
- Fundamental Selling Techniques
- Basic Entrepreneur Skills
- Sales and Innovation Projects provided through Launch High School
- Participate in the Rural High School Pitch Competition
Students receiving this certificate will be equipped to join the sales workforce obtaining jobs as:
- Sales Retail Associate
- Customer Service Intern
- Sales Intern
- Manufacturer Representative
This credential will contribute to earning an SUU Certificate in Professional Sales obtainable through both Southwest Technical College and Southern Utah University, and Minor or Major in Professional Sales.
Students engaged in the SUU/Launch Certificate in Entrepreneurial Sales will work with the SUU Entrepreneur in Residence to learn what it takes to launch a new business venture. Additionally, they will learn how to take that business and present themselves and their sales pitches to customers to develop the necessary skills to understand their audience for effective marketing and business development.