The Professional Selling and Sales Management Concentration was created to draw high-ability students toward selling as a career, better prepare those students—regardless of major—for early success in professional selling careers, and to connect them with sales professionals in the Kentuckiana region.

Concentration Requirements

Required Marketing Core (3 Courses, 9 hours):

  • M303 Marketing Research
  • M405 Buyer Behavior
  • M450 Marketing Strategy

Sales Emphasis Courses (3 Courses, 9 hours):

  • M330 Consultative Selling
  • M421 Fundamentals of Negotiation
  • M426 Sales Management

Business or Approved Electives (6 hours). Choose from the Following:

  • Any 300- or 400-level course in Business or Economics
  • SPCH-S 324 Persuasion
  • SPCH-S 380 Nonverbal Communication

*NOTE: Students double-concentrating in Marketing and Professional Sales and Sales Management must complete at 6 hours of Business or Approved Electives outside of Marketing (BUS-M) courses.


Business students may concentrate or minor in Professional Selling and Sales Management, while working professionals and career-changers would be directed to certificate programs. Students majoring in the sciences, nursing, information technology, communications or the liberal arts may pursue a minor. So, whether you are a business student looking for a career in business-to-business sales or as financial advisor, a biology major wishing to pursue a career in medical or pharmaceutical sales, or a journalism major interested in becoming an account executive in media sales, there is a program designed to prepare you for success.

Useful Resources

Sanders Professional Sales Lab

Sanders Sales Center students will learn in the state-of-the-art Sanders Sales Lab, located in Hillside Hall adjacent to the Sander Financial Markets Lab. The Sanders Sales Lab is a purpose-built facility that facilitates student learning through role playing. The multi-room facility allows students to engage in multiple, simultaneous role plays, while the technology allows instructors to evaluate students’ skills and embed their feedback within the recorded role play video, accelerating and improving the learning process. Students can access their videos, including instructor feedback, from any internet-connected device.

Learn more about the SPSL »

Campus Events

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CAB Meeting

February 21st, 2024

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February 21st, 2024

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February 21st, 2024

2:00 PM - 4:00 PM

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Indiana University Southeast

4201 Grant Line Rd.
New Albany, IN 47150
(812) 941-2333

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