Program Description

Many job opportunities exist in professional sales for graduates who enjoy the independence and economic rewards that a sales career provides. A major in professional selling focuses on business-to-business selling, helping students learn how to design and deliver effective sales presentations, analyze and manage individual accounts and markets, develop sales plans, and manage the sales force.

Program Student Learning Outcomes

Students who successfully complete this program will be able to: 

1. Identify elements of professional image, attitude, and business ethics as well as understand the major tenets of marketing through the Four Ps.
2. Apply critical factors to a successful sales career; targeting the right clients; managing complex business relationships and key accounts; and properly understanding territories and business cycles.
3. Exercise the processes in the planning, organizing, staffing, directing and controlling of the sales force in developing an effective marketing organization.
4. Apply sales technology tools and sales analytics to sales and sales management processes to improve salesperson and sales manager performance. 
5. Learn software applications, including those for CRM, Web Conferencing, Form Builders, Collaboration and Communication, Gamification, Presentation, and Analysis, and apply sales analytics, including how to use spreadsheets to generate key performance indicators and other analyses to improve salesperson performance.
6. Identify current business trends and how they impact the professional salesperson.
7. Apply negotiating skills and customer relationship management (CRM), as well as general sales related topics including sales automation and time/territory management, and have direct input from professional salespeople while preparing and delivering effective informational and persuasive sales presentations.

This program is a part of the Michael J. Coles College of Business .

Accreditation

This program is accredited by the Association to Advance Collegiate Schools of Business International (AACSB). 

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Admissions, Enrollment, and Graduation Criteria

Admissions Criteria

Admission to Coles BBA programs is separate from Admissions  to Kennesaw State University. Students must meet the program requirements outlined below. In order to be able to take upper-division courses and graduate with an Professional Sales BBA, students must successfully:

• Complete BUSA 2150: Professionalism I: Clarifying My Major and Career   
• Meet the Coles College Sophomore GPA Requirement
• Be admitted to the Coles Undergraduate Professional Program. Admission to the Coles Undergraduate Professional Program is separate from admission to Kennesaw State University. In addition, all business majors must earn a grade of “C” or higher in all business courses counted toward their degree.

View the special admission, progression, and graduation requirements of the Coles College of Business.   

Enrollment Criteria

This program does not have specific enrollment criteria; however, students are expected to meet the requirements of Academic Policy 4.0 ACADEMIC STANDING, DISMISSAL, & REINSTATEMENT .

Graduation Criteria

Each student is expected to meet the requirements outlined in Academic Policy 5.0 PROGRAM REQUIREMENTS & GRADUATION .

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Program Course Requirements