Sales Courses, Ball State University

MKG 325 - Professional Selling.

Detailed introduction to and application of the principles of personal selling as applied to persons pursuing any vocation, as well as those aspiring to careers in marketing. Prerequisite: any ECON course; junior standing. Parallel: MKG 300.

MKG 425 - Seminar in Advanced Professional Selling.

Introduces advanced topics in professional selling. Emphasis on relationship management and negotiation. Each student will work with a sales coach from industry. Multiple video-taped role playing will be a major part of this class including a video-taped role play in the field. Prerequisite: MKG 300, 325; permission of the department chairperson.

MKG 427 - Sales Management.

Policies and practices in organizing, recruiting, selecting, training, compensating, motivating, and controlling the sales force. Prerequisite: MKG 300, 325.

MKG 429 - Sales Technology Application.

Explores computer and communication technologies as they apply to business- to-business selling and sales management. Content focuses on using technology to improve customer relationship management (CRM) and sales performance. Topics include technology as it applies to: the sales process, CRM, time and territory management, forecasting, and sales presentations. Prerequisite: MKG 300, 325.