Curriculum

Educational Advancement

The Chandler Family Professional Sales Center provides students with outstanding educational experiences that will allow them to succeed as professional salespersons and move into upper-level sales management positions. Courses in the Chandler Family Center focus on professional sales, sales management and practical experience through in-class exercises, sales presentations in the sales laboratory and internships. These courses are led by faculty members who have real-world sales experience and proven records of success in the field. Students participate in nationwide sales competitions and conventions; join Pi Sigma Epsilon, the national fraternity for professional selling and sales management; and learn from visiting speakers, which include sales managers and executives.

Professional Development

The Chandler Family Professional Sales Center reaches out to the local business community. It offers an annual open forum on state-of-sales practices and presentations by high-profile sales experts. The Center also develops and maintains a collection of reference books, videos and periodicals, and provides sales-related research assistance to students and community partners.

Connecting Students

Students benefit from the Chandler Family Center's working relationships with several professional sales organizations. The Chandler Family Center brings executives into the classroom to deliver presentations, conduct workshops and mentor students. Working in concert with Elon Career Services, the Chandler Family Center is able to match high-achieving students with employers for internships and sales positions.


Courses

Business-to-Business Marketing
This course for the marketing concentration focuses on exploring and understanding business-to-business (B2B) marketing. The study of B2B marketing provides an opportunity for students to synthesize their knowledge of B2B or industrial marketing with other, highly-related business disciplines (accounting, finance and management) in order to move products through the supply chain from producer to the ultimate consumer. B2B relationships, interfaces, strategies, problems and performance measures are explored through the case method.

Professional Selling
This course focuses on developing relationships by developing powerful interpersonal communication skills, understanding buyer motivations and adding value to clients through long-term relationships. This course combines theory with real-world examples to allow students to understand how professional salespersons implement marketing plans and successfully undertake their role in identifying and satisfying customer needs.

Sales Management
The sales management course is an analysis of professional selling practices with emphasis on the selling process and sales management, including the development of territories, determining potentials and forecasts, and setting sales quotas. Students also learn how salespersons are recruited, trained, motivated and evaluated in a global economy.

Customer Relationship Management
The Customer Relationship Management (CRM) course is designed to introduce students to the utilization of technology in professional sales. This course focuses on sales force automation and principles of customer relationship management (CRM). Curriculum will introduce students to CRM concepts and functionality for sales representatives and managers.   Students will develop full proficiency in using CRM systems through hands on use of Salesforce.com.

To view the requirements for the Professional Sales Minor click here.


"The concepts I learned and skills I developed in my sales classes helped me realize that sales representatives can serve as a trusted advisor to customers...a concept that I have carried with me throughout my career."

—Susan Denny '03, Marketing Manager, Cisco