Strategies and techniques for developing effective sales people. A review of review practices related to sales management, business development, selling strategies, and learning objectives essential to developing the skills, knowledge, and abilities to create a competent sales force.

Living in the age of technology has implications for everyone in Business & Marketing Education (BME) and Human Resource Development (HRD). Technology that makes it possible to collect huge amounts of data has given more individuals and organizations the power and responsibility to analyze data and make decisions based on this data. The amount of data being collected on our preferences, attitudes, and behaviors will only increase in the future, and this rich data can be used towards a variety of ends. In this course, we will use quantitative methods to uncover the information in large data sets and then consider how individuals and organizations are able to gain a competitive advantage by acting on this information. Topics covered in this course include: - Critical analysis of complex issues related to BME and HRD in organizations; - Major techniques of quantitative data analyses used in BME and HRD; - How to use of Excel and Excel Add-in Tools to conduct data analyses; - How to make effective decisions based on quantitative information in BME and HRD situations; and - Effective reporting of quantitative results to meet the expectations of stakeholders.

Materials, methods, and approaches to teaching marketing promotion. Advertising, promotion, public relations, direct selling, visual merchandising, and direct marketing.

Project management for business and industry. Project lifecycles, deliverables, and processes as they are commonly used in the workplace.

Principles of customer relationship management, brand identity, and integrated marketing communications. Comprehensive framework for how organizations interact with their various publics to create goodwill/loyalty.

The Practicum in Professional Sales Education course is for undergraduate students looking to obtain the Sales Certificate through the College of Education and Human Development. This course is the first of two practical courses for the Sales Certificate. Students will learn how to understand and incorporate emerging topics in professional sales into practical experiences, including how to execute the sales cycle used by sales professionals, as well as other emerging topics such as: building Rapport, determining buyers needs and motivations, preparing for a career in sales, resume development and DISC profile assessments, communicating value propositions, and handling objections. This course will require active engagement with course materials, classmates, and class projects. The class sessions include group activities, role plays and simulations, and briefing/debriefing sessions to prepare and discuss each week?s topics and activities. Over the semester, students will complete both individual and group assignments, including reflective writing and class lesson facilitation. Ultimately, the practicum is a ?laboratory? where students will have the opportunity to engage with sales knowledge and career competencies using real world simulations.

The Advanced Practicum in Professional Sales Education course is for undergraduate students looking to obtain the Sales Certificate offered through the College of Education and Human Development. This course is the second of two practical courses for the Sales Certificate, encouraging students to engage more deeply on topics covered in the first practicum course. Students in the advanced section take on a leadership role, learning how to best teach, instruct, coach, and mentor others, specifically those in the first practicum section. Students will participate in Role-play simulations as practicum, as well as provide structured support and feedback to other students in the course leveraging their advanced expertise within the discipline. Additionally, students will describe how internships, or other work experiences, and introspective assessments can foster career progression in professional sales. This course requires active engagement with course materials, classmates, and group projects, all through a leadership and instructional lens as an experienced sales professional. Individually, students will engage with reflective writing and class facilitation. As a group leader, Advanced Practicum students will engage their peers in discussions and mentorship to provide critical feedback and support in developing their sales acumen week to week. Over the course of the semester, the ?laboratory? for learning occurs during the required simulations and role plays, as well as their guidance of others in developing their sales knowledge and career competencies to leverage in the real world.

Professional selling of agricultural and food products. Students build/refine sales abilities, identify/qualify prospects, deliver sales presentations, close the sale. Principles of market research. prereq: 1101 or Econ 1101

Diversity, equity, and inclusion in the workplace. Issues of recruitment, selection, management, learning, leadership, and performance.

Basic understanding and personal experience with how e-marketing can be used as part of an overall marketing and promotion plan.

Hiring, motivating, performance enhancement. Customer relationship management, data analysis, quantitative methods. Developing metrics to evaluate individual/group performance in attaining an organization's strategic goals. prereq: MKTG 3040 or 3041

Effectively managing the revenue generating functions of sport organizations is critical to the long-term success and viability of those entities. This course will allow students to build their knowledge of theoretical approaches to selling and sales management in sport, and it will teach students a range of practical skills that they will be able to apply in addressing sport industry challenges in the revenue generating space. Students will learn the importance of strategic account management in the contexts of season ticket sales, group event sales, premium seating sales, and sponsorship sales. Additionally, students will explore the unique nature of the account management, relationship cultivation, and stewardship process in a sport fundraising context. Particular attention will be paid to fundraising in college athletics. The primary projects in this course will include weekly sales simulations, industry case studies, and a sales campaign that is developed in partnership with a real-world, sport industry partner. Upon conclusion of this class, students will be able to clearly identify, define, and solve problems related to generating revenue in sport organizations through the sale of sport services and fundraising using sport as a platform to positively impact the lives of sport participants. prereq: SMGT major or SMGT minor or CEHD IDP or instructor consent