Program Brochure2018-2019 Academic Year

Your Time is Now.

Professional Selling and Communications I (MKT 3310)Organized around building value-adding relationships such that both the selling and buying organizations benefit and the process of making informative and persuasive presentations. Course topics include how to make positive first impressions, managing objections, presentation skills, reaching win-win decisions and servicing customers. Developing one’s selling and communications skills is useful to every business person who makes presentations. Case study, videotaped role playing, professional speakers and group interactions project the student into the world of business and selling.

Negotiating and Conflict Resolution (MGT 4320)Designed to focus on the art and the science of securing an agreement between two or more parties who desire to maximize their outcomes. Course topics include analyzing and evaluating negotiation situations, preparing for a negotiation, power and influence, job and salary negotiations, coalitions, and managing conflict. Role playing provides the students with the opportunity to build their negotiating skills through practice.

Professional Selling and Communications II (MKT 4311)Organized around the in-depth study of advanced sales practices, the course focuses on creating a customer-focused value proposition, the multi-person buying center, team-selling, key account management and time management. Videotaped role plays, presentations and live field work activate learning.

Marketing Channels (MKT 4320)Focused on the value-creation aspects of marketing channels, course topics include analyzing channels as interorganizational systems and developing multi-channel models for moving products to end users. Key issues include channel members’ goals and value propositions, optimizing configurations for market coverage, and desired levels of vertical integration. Hands-on exercises and professional speakers illuminate existing channel issues.

Sales Force Management/Leadership (MKT 4310)Beginning with sales force strategy for today’s complex business environment, the course covers responsibilities of sales executives and field sales managers. Topics include sales force design, multi-channel strategy, sales technology, recruiting, training, and sales force motivation and evaluation. Case study, field projects, and speakers enhance the learning process.

Professional Sales Internship (MKT 4199)Designed as an applied learning experience, the course follows the student’s paid internship placement within a firm. Sales faculty work with companies to ensure that student experiences are full and rewarding. The course provides the framework for the student to document learning experiences from the internship and coursework in a personal e-portfolio for career management and an executive-level presentation.

Marketing Analysis and Decision Making (MKT 4330)Offered as the capstone course, the marketing analysis and decision making course is designed to help the student develop his/her ability to use the knowledge and analytical skills gained in other marketing and sales courses. Emphasis is on analysis and decision making utilizing a variety of case situations.

Dedicated to excellence in sales education, Baylor’s Center for Professional Selling is recognized as one of the premier global information resources for the sales profession.

Center for Professional Selling

Curriculum

baylor.edu/business/selling

Our team members have been impressed with recruits from the Baylor Professional Selling program. Students demonstrate professionalism, organizational skills, and the potential for leadership, which we greatly value at ASCO Equipment.

Chase KeyASCO Equipment

Andrea Dixon, PhD (Andrea_Dixon@baylor.edu)Executive Director & Sales Coach

Charles Fifield, MBA (Charles_Fifield@baylor.edu)Senior Lecturer & Sales Coach

Brianna Hensley (Brianna_Hensley@baylor.edu)Program Manager & Assistant Sales Coach

Stephanie Mangus, PhD (Stephanie_Mangus@baylor.edu)Assistant Professor & Sales Coach

Keith Richards, PhD (Keith_Richards@baylor.edu)Associate Professor & Sales Coach

Faculty and Staff

Baylor’s Center for Professional Selling prepares students to lead lives of impact, wherever they are called to serve. Students develop the necessary skills and knowledge to become successful businesspeople, to create value in complex business-to-business sales environments, and to effectively engage in executive-level business contexts. ProSales students leave Baylor ready to make a difference in the community, Corporate America, and around the globe.

CurriculumProSales curriculum is unique in terms of what is taught and how it is taught. Students take seven nationally benchmarked courses while in the Program. Classes are experiental, interactive, and intentionally small. Out-of-classroom curricular experiences tap into real-life business contexts and allow students to put classroom learning into practice.

College-to-Career Our intentional approach helps students make this key life transition. Our student-led Professional Development Program (PDP) offers events that expose students to various career paths, workshops, and experiences. Through our Top Gun Training Program, executives engage with students to provide input on career search activities to prepare students for the workplace. The Program provides financial support for students to compete in sales competitions, including four competitions at Baylor and nine competitions at universities across the country. Corporate mentors guide students as they navigate the transition out of college. Finally, the Program utilizes ProPass, a gamified mobile system that empowers students to track professional development activities.

Collaborative CultureThe ProSales Program is incredibly cooperative, by design. Faculty teach, coach, and push students to operate with a win-win mentality. The Program is often referred to as the “ProSales Family,” which is representative of the lifetime bonds formed among faculty, students, and alumni.

Competitions & Career Development

» Business Development Baylor University

» Ball State University Sales Competition Ball State University

» Liberty Mutual Sales Competition University of Houston

» Great Northwoods Sales Warm-Up University of Wisconsin - Eau Claire

» National Team Selling Competition Indiana University

» International Collegiate Sales Competition Florida State University

» Ethics Competition Baylor University

» RBI National Sales Challenge William Paterson University

» Selling Outside Baylor University

» University of Toledo Sales Competition University of Toledo

» Value Analysis Baylor University

» National Collegiate Sales Competition Kennesaw State University

» Western States Collegiate Sales Competition California State University - Chico

Admission Process

Acceptance into the Professional Selling Program is selective and limited to students demonstrating the aptitude, leadership, and work ethic necessary for success.

All prospective applicants must:» Have a minimum GPA of 3.0» Interview three current ProSales students» Solicit two faculty members and one

work supervisor to submit the ProSales recommendation form

» Watch The Science of Sales video» Attend a ProSales Information Session» Complete the ProSales Program application» Participate in admissions interview

» Visit: baylor.edu/business/selling/apply

Information Sessions » Sep 12, 2018 » Jan 23, 2019 » Oct 10, 2018 » Feb 20, 2019» Nov 14, 2018 » Mar 20, 2019

Application Deadlines» Oct 1, 2018 » Feb 1, 2019» Nov 1, 2018 » Mar 1, 2019 » Dec 1, 2018 » Apr 1, 2019

» MAPS Career Fair Jan 17, 2019 » 4:00 pm

» Positioning Yourself Jan 23, 2019 » 5:00 pm

» Interviewing Success Jan 23, 2019 » 6:00 pm

» Successful Internships Feb 6, 2019 » 5:00 pm

» First Wednesday Mar 6, 2019 » 5:00 pm

» First Wednesday Apr 3, 2019 » 5:00 pm

Professional Development Program

» Positioning Yourself Sep 5, 2018 » 5:00 pm

» Interviewing Success Sep 5, 2018 » 6:00 pm

» Successful Internships Sep 12, 2018 » 5:00 pm

» First Wednesday Oct 3, 2018 » 5:00 pm

» First Wednesday Nov 7, 2018 » 5:00 pm

» Fall Training Aug 16-17, 2018 » Dallas

» Spring Training Jan 18, 2019 » Baylor

Top Gun Training

» Spring 2019 Outing Mar 22, 2019 » Dallas

ProSales Golf OutingThe Professional Selling program has encouraged me to grow, both professionally and personally. The curriculum, competitions, networking events, and interview process are valuable experiences that are preparing my peers and me for our future as sales professionals.

Madison FloydProfessional Selling Major

Preparing the Next Generation of Sales Leaders Since 1985

Internships & Placements

The Program works diligently to provide a guaranteed paid internship and 100% job placement upon graduation. Students secure jobs with a typical compensation package of $79,430 and receive an average of 2.9 job offers each (excluding students who accepted internship offers).

Recent placements include:

» 3M » Abbott Nutrition » Accenture » Adobe» Arthur J. Gallagher » ASCO Equipment» AT&T » BMC» Gartner » IBM» Liberty Mutual Insurance » Mohawk» Oracle » Owens Corning» OXY » Paycom» PolyOne » Qualtrics» Rackspace » Reynolds & Reynolds» Shaw Industries » Textron

Baylor has one of the best sales education programs in the country. Dr. Andrea Dixon’s commitment to her students is second to none. The students that come to us have a strong work ethic, are ‘sales ready,’ and have a value system that aligns with our corporate culture at 3M – making them ideal candidates for internships and full time employment. We are very pleased with our partnership with Baylor.

Candace Mailand3M

The ProSales Program