Professional Selling : Indiana University Southeast

Professional Selling

Are you a business or non-business grad interested in mastering the science and art of sales?

Our new post-baccalaureate certificate in professional selling delivers the professional keys to long-term career advancement in this important and lucrative niche. Courses ranging from buyer behavior and persuasion to ethics and negotiation give you a deep-dive into the methodologies that underlie successful selling strategies.

Required Courses

Required Courses (12 hours)
Dept./Course #	Title	Credit Hours
BUS-M 300 or BUS-M 301	Principles of Marketing/Marketing Management	3
BUS-M 300 Examination of the U.S. market economy and marketing institutions. Decision making and planning from a manager’s point of view; impact of marketing actions from a consumer’s point of view. Note: No credit toward a degree in business. This class is for non-business majors only. BUS-M 301 Prerequisite: ECON-E 200 or ECON-E 202, SPCH-S 121, ENG-W 231 or W 234, and a minimum of 45 credit hours. Pre-Business students cannot register for this course. Overview of marketing for all undergraduates. Marketing planning and decision making examined from firm’s point of view; marketing concept and its company-wide implications; integration of marketing with other functions. Market structure and behavior and their relationship to marketing strategy. Marketing system viewed in terms of both public and private policy in a pluralistic society.
BUS-M 426	Sales Management	3
BUS-M 4XX	Fundamentals of Negotiation	3
BUS-M 330	Consultative Selling	3
Prerequisite: BUS-M 301 or BUS-M 300. This course is designed to provide insights into the sales profession by examining the role of persuasive communication and customer relationship management behaviors, principles, strategies, and actions. It will provide students an opportunity to plan, practice, and review those verbal behaviors associated with sales call success in order to persuade others to think differently regarding ideas, opinions, products, and services.

The post-baccalaureate certificate in professional selling requires 15 credit hours of coursework.

Electives (3 hours)
Dept./Course #	Title	Credit Hours
BUS-M 405	Consumer Behavior	3
Prerequisites: BUS-M 301 and Junior standing. Buyer behavior relevant to marketing decisions. Logic of marketing segmentation, recognizing customer heterogeneity. Buyer behavior analyzed in terms of decision making process and models of individual and aggregate behavior. Specific attention given to consumer behavior in retail markets and to procurement behavior in industrial markets.
BUS-Z 440	Personnel and Human Resource Management	3
Prerequisites: SPCH-S 121, PSY-P 101 or PSY-P 102, ENG-W 231 or ENG-W 234, and a minimum of 45 credit hours. Nature of human resource development and utilization in modern organizations. Establishment and operation of a total human resource program. Includes recruitment, selection, training and development, performance appraisal, reward systems, benefit programs, role of personnel department, and role of government.
BUS-W 320	Leadership and Ethics	3
Prerequisite: Junior standing. Students are introduced to ethics concepts and leadership skills, with a particular emphasis on demonstrating how ethics and leadership are complementary areas of emphasis for an effective leader. Ethics and leadership must be considered together in order to produce leaders who have the foresight to consider issues of responsibility, accountability, and the full impact of their actions, as well as a skill set that will empower them to implement their vision.
BUS-S 223/ SPCH-S 223	Business and Professional Speaking	3
Prerequisite: Sophomore standing and SPCH-S 121. Preparation and presentation of types of speeches and oral reports appropriate to business and professional occupations; group discussion and parliamentary procedure.
BUS-S 324/ SPCH-S 324	Persuasion	3
Prerequisite: Junior standing and SPCH-S 246. Motivational appeals in influencing behavior; psychological factors in speaker-audience relationship; contemporary examples of persuasion. Practice in persuasive speaking.
BUS-S 380/ SPCH-S 380	Nonverbal Communication	3
Prerequisite: SPCH-S 122 & Junior Standing. Exploration of communicative interaction that is not linguistic in nature. Emphasizes the communicative aspects of personal space, physical environment, body movement, touch, facial expression, eye contact, and paralanguage.

Admission Process

To apply for a Post-Baccalaureate Certificate, you must submit the following:

Application for Undergraduate Admission
A one-time, non-refundable application fee of $35. This fee is not required if you have previously applied for undergraduate admission at any Indiana University campus.
Official transcripts from the college/university awarding your bachelor's degree.

Please visit the IU Southeast Office of Admissions website or call (812) 941-2212 or (800) 852-8835 (Ind. or Ky.), or visit in person for application deadlines, reciprocity guidelines, financial aid and other questions.

Apply Today! Your Future, Make it Count!

Advising

Please contact Kris Bloos, academic advisor in the School of Business at kbloos@ius.edu or (812) 941-2362 for more detailed information on the admissions process and course requirements.