Kelley is the only top ten undergraduate business school with a professional sales major, and is only one of approximately 20 universities in the U.S. that offers a sales degree. Development of student talent in the area of professional sales has been identified as a recruiting priority by leading corporations within a variety of industries. Significant student interest and growth of the professional sales major continue to provide a fast track to management and leadership positions within sales and marketing fields.
Professional Sales Major
How Did You Know You Wanted to Do Sales?
The professional sales curriculum at Kelley provides a solid foundation for students entering a sales career. We focus on the complex, value-added business-to-business sale.
More specifically within our curriculum, we develop skills based on the SPIN selling process. Additionally, we utilize the Challenger sales model to develop strategic selling skills and a better understanding of the different approaches necessary when working in diverse selling situations.
These are the required courses for the professional sales major:
- BUS-M303: Marketing Research
- BUS-M344: Creativity and Communication
- BUS-M346: Analysis of Marketing Data
- BUS-M330: Consultative Selling
- BUS-M426: Sales Management
- BUS-M450: Marketing Strategy
These are the elective courses available in the professional sales major:
- BUS-M360: Sales for Social Impact
- BUS-M407: Business-to-Business Marketing
- BUS-M436: Advanced Professional Sales
- BUS-Z404: Effective Negotiations
Providing internship opportunities for our students is a key driver of our program. Many students spend their sophomore and junior year summers interning for top companies and corporate partners of the Center for Global Sales Leadership.
Approximately 50 percent of our students are offered full-time positions as a result of their internship. Other students going through the recruiting process receive, on average, three job offers and will accept a full-time position by late November. Students accept positions in:
- Consumer packaged goods
- Information technology