Professional Selling Concentration

The Professional Selling Concentration provides an opportunity for all RBS students to obtain the essential knowledge required to pursue a professional career in sales. In addition, it provides those pursuing other career paths to learn valuable skills to complement their area(s) of focus. The role of selling is a critical function in all industries and is responsible for driving revenue, share and profit for an organization. Salespeople also serve as an important link between an organization and its customers. Professional Selling requires a specific set of skills for an individual to execute the sales process successfully. Even if you are not planning a career in sales, you will need to sell ideas and influence others throughout your career, no matter what your role, and this concentration will help you do just that! 

According to US News and World Report “The Bureau of Labor Statistics projects 3.7% employment growth for sales representatives between 2021 and 2031. In that period, an estimated 48,900 jobs should open up.” 

In addition, according to a Wall Street Journal Article (July 2021), “Demand for sales roles has shot up as companies emerging from the pandemic switch to growth mode….ZipRecruiter, an online job platform, shows the number of sales roles advertised has risen steadily, up 65% in 2021 to more than 700,000 open positions around the U.S." 

Goals of the Concentration 

To empower students with the skills, strategies, and techniques necessary to be a successful sales professional and apply those learnings through "real-world" classroom experiences, including: 

1. Finding customers and developing relationships 
2. Using strategies and tools to meet client needs 
3. Solving customer problems 
4. Psychology of Selling 
5. Building and motivating a sales team 

Concentration's Structure 

In addition to the two required courses you will take 1 sales-focused elective out of the 4 offered to meet the program requirements (see below). Upon completion of the program, students enrolled will receive the Professional Selling Certification noted on their transcripts. 

Notes: 

• Students interested in this concentration must submit a concentration declaration form before enrolling in concentration courses.   
• For marketing majors: You may declare the Professional Selling concentration. Upon declaration, the concentration will be reflected as a track within the marketing major, which means the concentration courses will count as major electives and are the exception to the rule below. 
• Courses may not be double-counted between RBS majors and RBS concentrations. All concentration courses must be completed in addition to the courses required for an RBS major. Please note: Degree Navigator does not identify or remove courses that are double-counted. Students are responsible for ensuring that concentration courses do not overlap with the major requirements. 
• The concentration will not appear on the transcript until graduation. For non-marketing majors, the concentration will be recorded on the student’s final transcript as a certificate. For marketing majors, the concentration will be recorded on the student’s final transcript as the student’s major curriculum (Marketing with Professional Selling).  

Required (6 credits) 

Electives (3 credits) 

*Please note that these course(s) DO NOT count towards fulfilling your Marketing major requirements.