Classes

The Professional Selling Program requires no additional time at UCF for admitted students. Class schedules are simply tailored around the required courses and coupled with required marketing and business coursework. The following are closed courses and offered only to those students admitted into the Professional Selling Program program.

MAR 3403 - Sales Force Management (Fall, Spring & Summer - Instructor Varies)
Sales Force Management is designed to combine the best of marketing with the best of management to provide the student with a hands-on experience in the design and management of the sales team. This course is designed to be the companion course to MAR 3391, Professional Selling.

The sales management process has undergone a transformation over the past couple of decades. Such concepts as strategic alliances, customer relationship management, and value creation have brought changes to every component of the organization, but probably nowhere more significantly than to the management of the sales function. Organizational success in the future will depend largely on the ability of sales managers to adapt to changing market environments. This course provides an integrated, thorough, and up-to-date assessment of current sales management theory and research and couples this knowledge with hands-on activities to provide the aspiring sales manager with the tools to lead.

MAR 4415 - Advanced Professional Selling (Fall Semester Only - Cynthia Gundy)
This course focuses on the advanced study of the professional selling process including negotiating, customer conflict, team selling and CRM systems. More specifically, at the conclusion of the course the student should be able to demonstrate the following:

• Competency in key personal selling skill areas such as prospecting, call preparation, needs identification, the formal presentation, listening, handling objections, value-proposition development and successful closing. [This course will build upon and be a sequel to MAR 3391-Professional Selling.]
• Master the basic understanding of the multi-call selling situation with an overlay of "drilling down" to identify the true "need behind the need."
• Actively participate in first-hand observations and direct involvement in actual field sales calls.
• Show the benefits of working with an outside mentor from the local business community.
• Provide evidence of developing mental skills and a framework for the structures of varied selling techniques.
• Successfully analyze professional selling cases in a fashion which demonstrates the art and science of "analytical-creative" approaches.
• Demonstrate basic competency in the use of contemporary customer relationship management software tools [CRM].

MAR 4413C - Strategic Issues in Sales (Spring Semester Only - Nicole Howatt)
This course will build upon Advanced Professional Selling and will seek to fully prepare students for comprehensive competence in both entry level sales positions and the students" subsequent sales careers. Specifically, students will study contemporary issues and trends in sales, receive advanced instruction and skill development in interpersonal communication (especially in team selling situations and negotiations), career management, personal productivity, creative problem solving in sales, phone sales, and the importance of coordinating with other key business functional areas. Specifically, students will work on:

• Creating effective sales proposals
• Demonstrating an in-depth working knowledge of ACT! (customer relationship management software) through the creation of sales reports, setting and maintaining goals, and learning ways to build and maintain customer relationships.
• Developing skills needed in team based selling by being involved in various team based roles, learning how to communicate as a sales team using verbal and non-verbal communication skills and learning how to sell to senior management through team based role-plays and negotiations.
• Participating in first-hand observations and direct involvement in actual field sales calls with successful sales representatives and sales managers.
• Learning how to build a referral based business through developing a relationship - orientated sales personality, the advantages of developing strategic networks and in protecting and enhancing their reputations.

MAR 3641 Marketing Intelligence
MAR 3503 Consumer Behavior
MAR 3613 Marketing Research
MAR 3391 Professional Selling
MAR 3023 Marketing
MAR 4803 Marketing Management
MAR 4804 Marketing Strategy
MAR 3403 Sales Force Management
MAR 4415 Advanced Professional Selling
MAR 4413 Strategic Issues in Sales