Stephen Stagner Sales Excellence Institute
Undergraduate Professional Sales Curriculum
The Sanchez Program for Excellence in Selling is a 2-semester program. If accepted into the program, you will complete 5 required classes — 3 in your first semester and 2 in your second.
Students are awarded Professional Selling certificates upon completion of MARK 4373, MARK 4376, MARK 4379, MARK 4374, and MARK 4380, in addition to the MARK 3337 prerequisite. To complete an advanced certificate, students must also apply to and complete MARK 4375.
*MARK 3336 is REQUIRED for a Sales Minor (regardless of major).
MARK 3337 - Professional Selling
The only requirement is that you complete (with a B- or above) or are currently enrolled in MARK 3337 Professional Selling to be eligible to apply.
Unfortunately, we cannot accept transfer credit for MARK 3337 Professional Selling.
MARK 4373 - Advanced Professional Selling
What You’ll Learn: Role Playing, Selling & Buying Cycle, Decision Center, Objection Handling and SPIN Selling
Selling Project: Find a Mentor!
Sales Quota: $250
MARK 4376 - Customer Relationship Management
What You’ll Learn: Sales CRM, Sales Technologies, Social Prospecting, Lead Management, Customer Engagement, and Team Collaboration
Selling Project: PES Open Golf Tournament
Sales Quota: $1,000 & Four Golf Player
MARK 4379- Personal Branding
What You’ll Learn: Personal Brand, Development, Strengths and Skill, Assessment, Resume and Interview Skills, Networking, Negotiation and Career, and Strategy
Final Project: Personal Brand Website or Video
MARK 4374 - Sales Management
What You’ll Learn: Territory Management, Forecasting, Hiring, Performance Management, and Training & Coaching
Selling Project: PES Sales Career Fair
Sales Quota: 1 Recruiting Booth
MARK 4380 - Digital Sales
What You’ll Learn: Advanced Sales CRM, Virtual Sales, Social Listening, Social Selling, Sales Playbook, and Inside Sales
Selling Project: PES Executive Education
Sales Quota: 2 Sales Qualified Leads
MARK 4375 - Key Account Selling
What You’ll Learn: Strategic Account Management, Decision Centers, Team Selling, Identifying Needs, Managing Account Teams, and Presentation Skills
Selling Project: Corporate Partnerships, Executive Education and Sales and Sales Management Research
Sales Quota: $10K-100K
MARK 4380 - Sales For Social Impact
What You’ll Learn: Social Responsibility, Market Analysis, Presentation Skills, and Client Management
Final Project: Marketing & Sales Plan for a Real Non-Profit Organization
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