Sales Education: The Sales Course Catalog

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Education Of Younth

In a previous post, after lamenting the sorry state of university-level sales education, I posted my own curriculum for a bachelor’s degree in sales. In the next few articles on the subject, I’ll create the course catalog for the strictly sales-focused courses. If I can do it, why can’t Florida State?

You remember college, don’t you? Parties and beer and road trips and, oh yeah, academics.

Your first introduction to college academics was the course catalog, the listing of every possible class you could take from required 100-level introductions to advanced seminars and independent study programs. This was a daunting book, right up there with Ulysses and Quantum Physics of Atoms, Molecules, Solids, Nuclei, and Particles.

Sales 101 – Introduction to Professional Sales

This course introduces the student to the rich variety of professional sales careers. Unique among the professions, selling is a required part of every branch of commerce, offering the sales professional a choice of work environments, industries and markets, geographic locations, and organizational circumstance. Students will be exposed to the basic skills required to be successful in sales, and the types of selling methodologies in modern use. Strategies and tactics in sales and the application of process will be explained. Finally, students will learn the use of basic sales technology on computers, tablets, smart phones, and other mobile devices.

Sales 103 – The History of Sales

Sales is as old as mankind, and this course traces the history of sales from the exchange of obsidian and flint in the Stone Age to modern multinational commerce. Trade, barter, or sales, whatever you call it, is responsible for the invention of currency, for much of the incentive for exploration, for social development around markets, and improvements in every aspect of life, including transportation, language, and organization. Special attention is given to such revolutionary developments as long-distance trade starting some 150,000 years ago, the Spice Trade and colonial development, and the development of trade controls and conflicts.

Sales Methodology 101

In this course, students are shown the value and application of methodology to sales and selling. Major sales methodologies are identified, described, discussed, and analyzed. Methodology and its relationship to social, technical, and commercial practices at different stages in history, in different market segments, and in the major sales categories (retail, wholesale, business to consumer, business to business, etc.) are examined. Within selected conditions, students are  encouraged to apply these criteria to current methodologies for applicability and to develop and test their own methodology.

Sales Automation

The evolution of technology impacts sales as it does every other aspect of society. In many cases, the demand for technology is driven by its application to sales activities. This course studies one very important application of technology to sales: automating the sales process to improve results. Sales automation includes hardware and software designed to relieve manual effort from the sales person’s province and replace it with devices that support the sales process. The evolution of sales automation from contact management to computer modeling and cybernetic analysis is described, and the man/machine interface studied.

There’s a good start. Now if we could only get someone in the education field to take notice, the sales profession would benefit from increased knowledge and higher standards.

Here are the other articles in this sales education series:


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