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Marketing, Professional Selling Concentration, B.B.A.

Successful sales professionals are enthusiastic, relationship-oriented people who take initiative and enjoy exceeding expectations. Develop the confidence and skills for success with a Professional Selling concentration through MTSU’s Center for Professional Selling. Through coursework, experiential learning, competitions, and numerous interactions with sales professionals, you can prepare for your transition into the business world. The benefits of a sales career include high earning potential, opportunity for travel, career advancement, daily variety of tasks, and helping people and businesses.

Highlights

  • Practice communication skills in the Mel Adams State Farm Agent Professional Sales Lab
  • Meet sales professionals through networking events
  • Travel, experiential learning, and job opportunities are available to students
  • Within the concentration coursework, students qualify to receive a “Certified Sales Student” certificate and badge issued by the University Sales Center Alliance (USCA)
  • Jones College is one of the top 1.5% of business schools in the world                               

What We're Doing

Elias Castillon and Thom Coats

Concentration alum leads his current sales team, future graduates

Elias Castillon is a 2021 graduate from MTSU, earning a B.B.A. in Marketing with a Concentration in Professional Selling. Elias worked diligently through college, supporting himself with a part-time job in building residential pools. During his time in the courses in the Professional Selling Concentration, he excelled in the opportunities provided, including an award in a competition open to the entire Jones College of Business. He also participated in the Global Bilingual Sales Competition, rivalling students at universities from North and South America as well as Spain. Elias excelled while learning the sales process and has a huge passion for the sales industry. He desires to have a strong, positive impact on his community and beyond. He is currently in the State Farm Agent program and is the sales leader on his team. Elias is also a sales mentor representing State Farm, paired with one of the department’s seniors in MKT 4950 - Advanced Selling. He also enjoys being mistaken for “Jake from State Farm” occasionally.

Pitch winners

Students learn the art of ‘the pitch’

Every professional must regularly answer the questions, "Who are you, and what do you do?" The Pitch is an elevator pitch competition through which students prepare and present a personal pitch to highlight their skills and personality. Though this event is sponsored by the Center for Professional Selling, all Jones College of Business students are eligible to compete. Professional representatives from the Center’s Corporate Partners judge the students' pitches and offer feedback. The top five students are recognized and awarded cash prizes. This event is strategically scheduled each semester so that students can perfect their pitches in preparation for job fairs and interviews later in the term.


Related Media

  • MTSU's Professional Sales Lab with Thom Coats | "Out of the Blue" August 2021

    MTSU's Professional Sales Lab with Thom Coats | "Out of the Blue" August 2021

  • MTSU | The University of Opportunities

    MTSU | The University of Opportunities

 
 
 

The Professional Selling Concentration in Marketing provides students with a strong knowledge and experiential base to thrive in numerous sales-related positions in a variety of different industries. Some of these roles include:

  • Account Executive
  • Business Development Manager
  • Inside or Outside Sales
  • Sales Executive
  • Sales Manager
  • Sales Representative
  • Territory Manager
  • Vice President of Sales

Employers Hiring MTSU alums

  • Enterprise
  • Novatech
  • State Farm
  • Talestry
  • WireMasters

The Department of Marketing offers the Bachelor of Business Administration (B.B.A.) degree with a major in general Marketing or the option of a concentration in Digital Marketing or Professional Selling.

For complete curriculum details, click on the REQUIREMENTS button to the right.

The curriculum map for all majors includes a built-in minor in Business Administration. (An alternate business minor may be chosen, but it may require total hours for graduation to exceed 120).

Marketing, Professional Selling Concentration, B.B.A.

Marketing 
615-904-8505
Thom Coats, program coordinator
Thom.Coats@mtsu.edu

A major in Marketing with a concentration in Professional Selling offers preparation for careers with strong income potential, variety, flexibility, and career growth and development. Courses assist students in developing the skills in the areas of excellent oral and written communication, relationship development, self-confidence, and critical thinking and problem solving. These critical skills are transferable across all industries. Jobs in this career area include sales representatives, account managers, and sales managers in all industries. In addition to the classes required for the Marketing major, students complete courses in sales and choose two additional Marketing electives that support career goals.

The program below includes a Business Administration minor. An alternate business minor may be chosen, but it may require total hours for graduation to exceed 120.

Academic Map

Following is a printable, suggested four-year schedule of courses:

Marketing, Professional Selling Concentration, B.B.A., Academic Map  

Degree Requirements

General Education41 hours
College of Business Core39 hours* **
Major Requirements27 hours
Auxiliary Courses9 hours*
Business Elective3 hours
Electives1-7 hours
TOTAL120 hours

*This program requires courses that can also fulfill requirements of the General Education curriculum. If program requirements are also used to fulfill General Education requirements, the number of elective hours will increase.

**Includes MKT 4890 which also satisfies 3 credit hours in the major.

General Education (41 hours)

General Education requirements (shown in curricular listings below) include courses in Communication, History, Humanities and/or Fine Arts, Mathematics, Natural Sciences, and Social/Behavioral Sciences.

The following courses required by the program meet General Education requirements:

College of Business Core (39 hours)

All students must complete the College of Business Core which requires 39 hours with a 2.000 GPA.

Major Requirements (27 hours)

Marketing Core (9 hours)

  • MKT 3910 - Consumer Behavior  3 credit hours  

    MKT 3910 - Consumer Behavior

    3 credit hours

    Prerequisites: MKT 3820; admission into the College of Business; junior standing. Buyer behavior as an influence in marketing decisions; special attention given to the processes of motivation, perception, attitude, learning, and interaction.

  • MKT 3930 - Marketing Research

    3 credit hours

    Prerequisites: MKT 3820; BIA 2610 or MATH 1530 or permission of instructor; junior standing and admission into the College of Business. Modern research methods and their application in gathering information for marketing decisions. Special emphasis given to the implementation of marketing surveys and qualitative research techniques.

  • MKT 4890 - Marketing Management  3 credit hours  
    (capstone)(capstone)  dotslash:(capstone) title:(capstone) 
    (capstone) 

    MKT 4890 - Marketing Management

    3 credit hours

    Prerequisites: Senior standing; Marketing major; MKT 3010 and MKT 3930; 6 additional semester hours of marketing courses; admission into the College of Business. Marketing strategy, marketing policies, production planning, pricing, promotion, and service from the marketing manager's point of view. Case analysis and marketing simulation emphasized.

Professional Selling Concentration (18 hours)

  • MKT 3840 - Professional Selling

    3 credit hours

    Prerequisites: MKT 3820; admission to the College of Business; junior standing. Principles, problems, and role of personal selling in the business environment. Buying motives, persuasion techniques, and steps of selling process are considered as they relate to different types of sales activities and products.

  • MKT 3950 - Business-to-Business Marketing

    3 credit hours

    Prerequisites: MKT 3820; admission into the College of Business; junior standing. Survey of managerial decisions involved in the business-to-business marketing of goods and services.

  • MKT 4800 - Sales Management  3 credit hours  

    MKT 4800 - Sales Management

    3 credit hours

    Prerequisites: MKT 3820; admission into the College of Business; junior standing. Management functions as applied to field sales force. Includes sales organization structures, selection and training of sales personnel, sales compensation, supervision and stimulation of the sales force, and evaluation of sales performance.

  • MKT 4850 - Advanced Selling  3 credit hours  

    MKT 4850 - Advanced Selling

    3 credit hours

    Prerequisites: MKT 3840; admission into the College of Business; junior standing. The sales function as it relates to business-to-business selling and strategic relationship development. Topics include relational selling, account management, negotiation, team selling, handling conflict and ethical dilemmas, and selling to buying committees. Learning through interactive lecture, role-playing, and sales force automation software.

Choose 6 hours from the following:

  • MKT 3825 - Marketing Analytics

    3 credit hours

    Prerequisite: MKT 3820; junior standing; admission to the College of Business. A survey of the metrics most commonly used to measure marketing performance with special emphasis given to marketing mix metrics, market share metrics, and customer lifetime value.

  • MKT 3855 - Product Management

    3 credit hours

    Prerequisites: MKT 3820; MATH 1530 or PSY 3020 or BIA 2610; admission into the College of Business; junior standing. Issues pertaining to marketing of products. Examines topics of interest to product managers including product life cycle, sales forecasting, new products, product positioning, and brand management.

  • MKT 3900 - Social Media Marketing

    3 credit hours

    Prerequisites: MKT 3820; admission into the College of Business; junior standing. Discover how to leverage the power of social media to impact an organization at various levels. Focuses on crafting quality content to execute a successful marketing strategy. Gain real-world experience in identifying an audience, content development, increasing user engagement, follower acquisition, social media advertising, influencer marketing, social media analytics, and measuring the return on investment (ROI). 

  • MKT 4510 - International Marketing

    3 credit hours

    Prerequisite: MKT 3820; admission to the Jones College of Business; junior standing. Helps students understand and assess global market opportunities, development of market strategies in the international marketplace, and techniques of entering the international market. Examines cultural, social, economic, political, legal, and geographic elements. Particular focus on the role of the marketing mix elements in an international application.

  • MKT 4870 - Services Marketing

    3 credit hours

    Prerequisites: MKT 3820; admission into the College of Business; junior standing. The role and scope of marketing in service entities, including impact, issues, and domestic and global trends.

  • MKT 4950 - Marketing Internship  1 to 3 credit hours  

    MKT 4950 - Marketing Internship

    1 to 3 credit hours

    Prerequisites: Marketing or Entrepreneurship major; senior standing; an overall grade point average of 2.50; admission into the College of Business. Student is affiliated with an organization on a part-time basis to develop knowledge and experience in the practical application of marketing principles to actual business problems in a non-classroom situation. Can be applied toward the student's degree requirements only upon approval of the department chair. This course can only be taken one time.

 

  • FIN 3030 - Principles of Real Estate  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    FIN 3030 - Principles of Real Estate

    3 credit hours

    Prerequisite: Junior standing. Real estate practices and procedures, basic principles of real property ownership utilization and transfer, mortgage financing, brokerage, management, valuation, subdividing, and legislation.

  • FIN 3050 - Principles of Risk Management and Insurance

    3 credit hours

    Prerequisite: Admission into the College of Business; junior or senior standing. An introductory study of the risk management process and the importance of insurance as a method of handling risk; insurance carriers; regulation of the insurance industry; home and auto insurance; life and health insurance; workers compensation and employee benefits.

Auxiliary Courses (9 hours)

  • BCED 3510 - Business Communication

    3 credit hours

    Prerequisite: Junior standing. (Keyboarding skills helpful.) A review of the theory and processes in oral and written business communication. Emphasis on the extensive functions of written and electronic communications.

  • MKT 3010 - Professional Preparation in Marketing

    3 credit hours

    Prerequisite: Admission to the Jones College of Business; junior standing. Open to Marketing majors. Facilitates the transition from college to career. Includes ideas for resume content development while still in college and enhances the student's personal marketing skills in the job search. Presented from a marketing perspective, focusing on personal marketing skills for the professional environment.

 

  • MATH 1630 - College Mathematics for Managerial, Social, and Life Sciences  3 credit hours  
    (may be)(may be counted in General Education) OR  dotslash:(may be counted in General Education) OR title:(may be) 
    (may be counted in General Education) OR 

    MATH 1630 - College Mathematics for Managerial, Social, and Life Sciences

    3 credit hours

    Prerequisites: Two years of high school algebra and a Math Enhanced ACT greater than 25 or MATH 1710. Topics include solving systems of linear equations, Leontief models, linear programming, mathematics of finance, set theory, and probability theory. TBR Common Course: MATH 1630

  • MATH 1810 - Applied Calculus I  3 credit hours  
    (may be)(may be counted in General Education)  dotslash:(may be counted in General Education) title:(may be) 
    (may be counted in General Education) 

    MATH 1810 - Applied Calculus I

    3 credit hours

    Prerequisite: MATH Enhanced ACT 19 or greater or MATH 1710. Introduces mathematical modeling applied to real-world problems. Sets, functions, inverse models, limits, continuity, first and second order model building, single variable differentiation, implicit differentiation, inverse problems (exponential and log models). First and second derivatives used to study the behavior of real-world applications.

Business Elective (3 hours)

Electives (1-7 hours)

Curriculum: Marketing, Professional Selling

Curricular listings include General Education requirements in Communication, History, Humanities and/or Fine Arts, Mathematics, Natural Sciences, and Social/Behavioral Sciences categories.

Freshman Fall

  • ENGL 1010 - Expository Writing  3 credit hours  
    (Comm)(Comm)  dotslash:(Comm) title:(Comm) 
    (Comm) 

    ENGL 1010 - Expository Writing

    3 credit hours

    The first General Education English course. Emphasis on learning to adapt composing processes to a variety of expository and analytic writing assignments. Minimum grade of C- required to meet degree requirements.

  • ECON 2410 - Principles of Economics, Macroeconomics  3 credit hours  
    )Soc/Beh Sci)*(Soc/Beh Sci)*  dotslash:(Soc/Beh Sci)* title:)Soc/Beh Sci)* 
    (Soc/Beh Sci)* 

    ECON 2410 - Principles of Economics, Macroeconomics

    3 credit hours

    As an aid to understanding modern economic society: economic concepts of national income and its fluctuations, inflation, unemployment, role of the banking system, monetary and fiscal policies, and international topics.

  • Natural Sciences 4 credit hours
  • Elective 1 credit hour

 

  • MATH 1630 - College Mathematics for Managerial, Social, and Life Sciences  3 credit hours  
    (Math)(Math) OR  dotslash:(Math) OR title:(Math) 
    (Math) OR 

    MATH 1630 - College Mathematics for Managerial, Social, and Life Sciences

    3 credit hours

    Prerequisites: Two years of high school algebra and a Math Enhanced ACT greater than 25 or MATH 1710. Topics include solving systems of linear equations, Leontief models, linear programming, mathematics of finance, set theory, and probability theory. TBR Common Course: MATH 1630

  • MATH 1810 - Applied Calculus I  3 credit hours  
    (Math)(Math)  dotslash:(Math) title:(Math) 
    (Math) 

    MATH 1810 - Applied Calculus I

    3 credit hours

    Prerequisite: MATH Enhanced ACT 19 or greater or MATH 1710. Introduces mathematical modeling applied to real-world problems. Sets, functions, inverse models, limits, continuity, first and second order model building, single variable differentiation, implicit differentiation, inverse problems (exponential and log models). First and second derivatives used to study the behavior of real-world applications.

Subtotal: 14 Hours

Freshman Spring

  • COMM 2200 - Fundamentals of Communication  3 credit hours  
    (Comm)(Comm)  dotslash:(Comm) title:(Comm) 
    (Comm) 

    COMM 2200 - Fundamentals of Communication

    3 credit hours

    Introduces principles and processes of effective public oral communication including researching, critical thinking, organizing, presenting, listening, and using appropriate language. Counts as part of the General Education Communication requirement. TBR Common Course: COMM 2025

  • ENGL 1020 - Research and Argumentative Writing  3 credit hours  
    (Comm)(Comm)  dotslash:(Comm) title:(Comm) 
    (Comm) 

    ENGL 1020 - Research and Argumentative Writing

    3 credit hours

    Prerequisite: ENGL 1010. The second General Education English course. Emphasis on analytic and argumentative writing and on locating, organizing, and using library resource materials in the writing. Minimum grade of C- required to meet degree requirements.

  • ECON 2420 - Principles of Economics, Microeconomics  3 credit hours  
    **  dotslash:* title:* 

    ECON 2420 - Principles of Economics, Microeconomics

    3 credit hours

    As an aid to understanding modern economic society: economic concepts of consumer and firm behavior; the pricing of goods, services, and productive factors; international topics; and an overview of the American economy.

  • Natural Sciences 4 credit hours
  • Elective 3 credit hours

Subtotal: 16 Hours

Sophomore Fall

  • ENGL 2020 - Themes in Literature and Culture  3 credit hours  
    Hum/FA OR(Hum/FA) OR  dotslash:(Hum/FA) OR title:Hum/FA OR 
    (Hum/FA) OR 

    ENGL 2020 - Themes in Literature and Culture

    3 credit hours

    Prerequisites: ENGL 1010 and ENGL 1020. Traces a specific theme or idea through a number of literary texts that reflect different historical and cultural contexts. Subject will vary.

  • ENGL 2030 - The Experience of Literature  3 credit hours  
    Hum/FA OR(Hum/FA) OR  dotslash:(Hum/FA) OR title:Hum/FA OR 
    (Hum/FA) OR 

    ENGL 2030 - The Experience of Literature

    3 credit hours

    Prerequisites: ENGL 1010 and ENGL 1020. The reading of a variety of literary types which illuminate themes and experiences common to human existence.

  • HUM 2610 - World Literatures  3 credit hours  
    Hum/FA(Hum/FA)  dotslash:(Hum/FA) title:Hum/FA 
    (Hum/FA) 

    HUM 2610 - World Literatures

    3 credit hours

    Prerequisites: ENGL 1010 and ENGL 1020. Representative works of French, German, and Hispanic authors in English translation. No foreign-language proficiency required. Carries General Education credit.

 

  • HIST 2010 - Survey of United States History I  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    HIST 2010 - Survey of United States History I

    3 credit hours

    Survey of the political, economic, social, cultural, and diplomatic phases of American life in its regional, national, and international aspects. Discusses the era from the beginning to 1877. May be used to satisfy one part of the General Education History requirement. HIST 2010 is NOT a prerequisite for HIST 2020. TBR Common Course: HIST 2010

  • HIST 2020 - Survey of United States History II  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    HIST 2020 - Survey of United States History II

    3 credit hours

    Survey of the political, economic, social, cultural, and diplomatic phases of American life in its regional, national, and international aspects. Discusses the era from 1877 to the present. May be used to satisfy one part of the the General Education History requirement. HIST 2010 is NOT a prerequisite for HIST 2020. TBR Common Course: HIST 2020

  • HIST 2030 - Tennessee History  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    HIST 2030 - Tennessee History

    3 credit hours

    The role of the state in the development of the nation. May be used to satisfy one part of the General Education History requirement. TBR Common Course: HIST 2030

  • HIST 2040 - Survey African American History I  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    HIST 2040 - Survey African American History I

    3 credit hours

    The role of African Americans in establishing and shaping the American nation. Covers their historical development and contributions to American art, music, literature, and religion. May be used to satisfy one part of the General Education History requirement.

    NOTE: HIST 2040 is not a prerequisite for HIST 2050.

  • HIST 2050 - Survey African American History II

    3 credit hours

    The role of African Americans in shaping the American nation and creating a twentieth-century racial identity. Covers their historical development and examines their contributions to American art, music, literature, and religion. May be used to satisfy one part of the General Education History requirement.

 

  • ACTG 2110 - Principles of Accounting I  3 credit hours  
    **  dotslash:* title:* 

    ACTG 2110 - Principles of Accounting I

    3 credit hours

    Prerequisites: A college-level math course; ENGL 1010; sophomore standing. Financial accounting for proprietorships and partnerships with emphasis on the accounting cycle for service and merchandising organizations. Additional topics include accounting for receivables; inventories; property, plant, and equipment; and current liabilities. (Not open to students with credit in ACTG 3000.)

  • Humanities and/or Fine Arts 3 credit hours
  • Elective 3 credit hours

Subtotal: 15 Hours

Sophomore Spring

  • ACTG 2120 - Principles of Accounting II

    3 credit hours

    Prerequisite: ACTG 2110. A continuation of financial accounting concepts with emphasis on debt and equity structures, the statement of cash flows, and ratio analysis. Managerial accounting topics include job, standard- and activity-based costing, cost/volume/profit (CVP) analysis, and budgeting. (Not open to students with credit in ACTG 2125 or ACTG 3000.) [Same as TBR Community Colleges ACCT 1020.]

  • BIA 2610 - Statistical Methods

    3 credit hours

    The application of collecting, summarizing, and analyzing data to make business decisions. Topics include measures of central tendency, variation, probability theory, point and interval estimation, correlation and regression. Computer applications emphasized.

  • Humanities and/or Fine Arts 3 credit hours
  • Social/Behavioral Sciences 3 credit hours

 

  • HIST 2010 - Survey of United States History I  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    HIST 2010 - Survey of United States History I

    3 credit hours

    Survey of the political, economic, social, cultural, and diplomatic phases of American life in its regional, national, and international aspects. Discusses the era from the beginning to 1877. May be used to satisfy one part of the General Education History requirement. HIST 2010 is NOT a prerequisite for HIST 2020. TBR Common Course: HIST 2010

  • HIST 2020 - Survey of United States History II  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    HIST 2020 - Survey of United States History II

    3 credit hours

    Survey of the political, economic, social, cultural, and diplomatic phases of American life in its regional, national, and international aspects. Discusses the era from 1877 to the present. May be used to satisfy one part of the the General Education History requirement. HIST 2010 is NOT a prerequisite for HIST 2020. TBR Common Course: HIST 2020

  • HIST 2030 - Tennessee History  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    HIST 2030 - Tennessee History

    3 credit hours

    The role of the state in the development of the nation. May be used to satisfy one part of the General Education History requirement. TBR Common Course: HIST 2030

  • HIST 2040 - Survey African American History I  3 credit hours  
    OROR  dotslash:OR title:OR 
    OR 

    HIST 2040 - Survey African American History I

    3 credit hours

    The role of African Americans in establishing and shaping the American nation. Covers their historical development and contributions to American art, music, literature, and religion. May be used to satisfy one part of the General Education History requirement.

    NOTE: HIST 2040 is not a prerequisite for HIST 2050.

  • HIST 2050 - Survey African American History II

    3 credit hours

    The role of African Americans in shaping the American nation and creating a twentieth-century racial identity. Covers their historical development and examines their contributions to American art, music, literature, and religion. May be used to satisfy one part of the General Education History requirement.

Subtotal: 16 Hours

Junior Fall

  • BLAW 3400 - Legal Environment of Business

    3 credit hours

    Prerequisite: Junior standing. Legal rights and potential liabilities of business persons. Presentation of the dynamic nature of law in responding to the changing social, ethical, political, regulatory, and international environment. Includes the development and nature of the legal system; business crimes; the law of torts and product liability; constitutional limitations on regulatory powers; legislative, judicial, and administrative control of business activity through the laws of business organizations, securities regulations, antitrust laws, employment laws, labor and safety laws, and consumer protection.

  • MGMT 3610 - Principles of Management

    3 credit hours

    Prerequisite: Junior standing. Concepts of the management functions of planning, organizing, and controlling with an emphasis on behavioral science concepts as applied to managing people in organizations.

  • MKT 3820 - Principles of Marketing

    3 credit hours

    Prerequisite: Junior standing. Survey of the functions, processes, and institutions involved in the distribution of consumer and industrial goods and services. Decision making in marketing management introduced.

  • BIA 3620 - Introduction to Business Analytics

    3 credit hours

    Prerequisites: BIA 2610 or MATH 1530, junior standing. Introduces the concepts and application of data analytics in business. Spreadsheet software and associated analytic tools utilized to visualize, model, and analyze business data using a hands-on-approach.

Subtotal: 15 Hours

Junior Spring

  • BUS 3000 - The Dale Carnegie Course

    3 credit hours

    Prerequisites: Junior standing and major in the Jones College of Business. Uses the proven content and design of The Dale Carnegie Course(R), which includes lecture, in-class activities, reflective exercises, and interactive experiences. Helps students develop self confidence and leadership ability; strengthen ability to relate to and to motivate others; enhance ability to communicate effectively, reduce stress, and present a positive attitude. A Dale Carnegie(R) certificate of completion is a requirement for earning a passing grade (D- or better [0.67 or higher]). May not be audited. Must be taken for a grade.

  • FIN 3010 - Principles of Corporate Finance

    3 credit hours

    Prerequisite: Junior standing. Theory of corporate finance, emphasizing wealth creation, valuation, risk, capital budgeting, and cost of capital.

  • MKT 3010 - Professional Preparation in Marketing  3 credit hours  
    Section§  dotslash:§ title:Section 
    § 

    MKT 3010 - Professional Preparation in Marketing

    3 credit hours

    Prerequisite: Admission to the Jones College of Business; junior standing. Open to Marketing majors. Facilitates the transition from college to career. Includes ideas for resume content development while still in college and enhances the student's personal marketing skills in the job search. Presented from a marketing perspective, focusing on personal marketing skills for the professional environment.

  • MKT 3840 - Professional Selling  3 credit hours  
    Section§  dotslash:§ title:Section 
    § 

    MKT 3840 - Professional Selling

    3 credit hours

    Prerequisites: MKT 3820; admission to the College of Business; junior standing. Principles, problems, and role of personal selling in the business environment. Buying motives, persuasion techniques, and steps of selling process are considered as they relate to different types of sales activities and products.

  • MKT 3930 - Marketing Research  3 credit hours  
    Section§  dotslash:§ title:Section 
    § 

    MKT 3930 - Marketing Research

    3 credit hours

    Prerequisites: MKT 3820; BIA 2610 or MATH 1530 or permission of instructor; junior standing and admission into the College of Business. Modern research methods and their application in gathering information for marketing decisions. Special emphasis given to the implementation of marketing surveys and qualitative research techniques.

Subtotal: 15 Hours

Senior Fall

  • MKT 3910 - Consumer Behavior  3 credit hours  
    Section§  dotslash:§ title:Section 
    § 

    MKT 3910 - Consumer Behavior

    3 credit hours

    Prerequisites: MKT 3820; admission into the College of Business; junior standing. Buyer behavior as an influence in marketing decisions; special attention given to the processes of motivation, perception, attitude, learning, and interaction.

  • MKT 3950 - Business-to-Business Marketing  3 credit hours  
    Section§  dotslash:§ title:Section 
    § 

    MKT 3950 - Business-to-Business Marketing

    3 credit hours

    Prerequisites: MKT 3820; admission into the College of Business; junior standing. Survey of managerial decisions involved in the business-to-business marketing of goods and services.

  • MKT 4850 - Advanced Selling  3 credit hours  
    Section§  dotslash:§ title:Section 
    § 

    MKT 4850 - Advanced Selling

    3 credit hours

    Prerequisites: MKT 3840; admission into the College of Business; junior standing. The sales function as it relates to business-to-business selling and strategic relationship development. Topics include relational selling, account management, negotiation, team selling, handling conflict and ethical dilemmas, and selling to buying committees. Learning through interactive lecture, role-playing, and sales force automation software.

  • MKT 4890 - Marketing Management  3 credit hours  
    Section§  dotslash:§ title:Section 
    § 

    MKT 4890 - Marketing Management

    3 credit hours

    Prerequisites: Senior standing; Marketing major; MKT 3010 and MKT 3930; 6 additional semester hours of marketing courses; admission into the College of Business. Marketing strategy, marketing policies, production planning, pricing, promotion, and service from the marketing manager's point of view. Case analysis and marketing simulation emphasized.

  • Business elective 3 credit hours

Subtotal: 15 Hours

Senior Spring

  • BCED 3510 - Business Communication

    3 credit hours

    Prerequisite: Junior standing. (Keyboarding skills helpful.) A review of the theory and processes in oral and written business communication. Emphasis on the extensive functions of written and electronic communications.

  • MKT 4800 - Sales Management  3 credit hours  
    section§  dotslash:§ title:section 
    § 

    MKT 4800 - Sales Management

    3 credit hours

    Prerequisites: MKT 3820; admission into the College of Business; junior standing. Management functions as applied to field sales force. Includes sales organization structures, selection and training of sales personnel, sales compensation, supervision and stimulation of the sales force, and evaluation of sales performance.

  • BUAD 4980 - Strategic Management  3 credit hours  
    section§  dotslash:§ title:section 
    § 

    BUAD 4980 - Strategic Management

    3 credit hours

    Prerequisites: Admission into the College of Business; must be taken after completion of the business requirements and in the semester in which the student graduates. Development of top management perspective with emphasis on policy and strategy formulation and evaluation through the demonstration of competence in handling multifunctional business problems. Transfer credit not allowed; must be taken in residence.

  • MKT upper-division electives 6 credit hours

Subtotal: 15 Hours

NOTE:

*A 2.25 GPA in these courses is required for admission to the Jones College of Business.

§Admission required

Our adjunct faculty bring outstanding professional experience to our programs. Many are industry leaders with decorated careers and honors. Importantly, they are innovative educators who offer hands-on learning to our students to prepare them to enter and thrive in a dynamic, and oftentimes emerging, industry and professional world. They inspire, instruct, and challenge our students toward academic and professional success.

Contact Information

Mr. Thom Coats
Thom.Coats@mtsu.edu
615-904-8505 | BAS N436

Who is My Advisor?

Jones College of Business Undergraduate Advising Center
busadv@mtsu.edu
615-904-8063 | BAS N216

 

Mailing Address

Department of Marketing
Middle Tennessee State University
MTSU Box 40
1301 East Main Street
Murfreesboro, TN 37132

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