Professional Sales
Dominate in consultative, solution and transactional selling.
Professional Sales Degree
No matter your job or career path, sales skills are vital communication tools. The professional sales degree will prepare you to dominate in consultative, solution and transactional selling.
You’ll be sold on the uniqueness of Susquehanna’s professional sales program. While other universities offer sales programs, Susquehanna’s is flexible and broad in that it combines communication studies and business competencies and it easily can be paired with any major. Faculty in management, marketing and communications departments teamed up to make our interdisciplinary degree truly one of a kind.
At Susquehanna, you will study the key principles of sales from instructors with decades of sales experience, practice your newly acquired skills in the classroom and have opportunities to flex your business muscles in real-world situations.
Learn From the Pros
The professional sales degree will teach you how to navigate the entire sales cycle, from prospecting clients to closing the deal, including relationship-building, negotiation and problem-solving. You’ll boost your natural sales voice and accentuate your major with this engaging interdisciplinary degree. You’ll develop effective communication, networking and sales management skills in the classroom, as well as learn the critical business and communication skills to be a dynamic salesperson.
In addition to our degree options, this degree will help prepare you to work in financial and securities sales, medical and pharmaceutical sales (particularly well-suited if combined with a biology or chemistry degree), or consumer and business-to-business sales. It is also good preparation if you intend to be an entrepreneur or an independent business owner.
Start Selling Today
High-performing students will train with professors to compete in national sales competitions that feature Fortune 1000 executives. You will have the opportunity to hone your presentation skills and win over potential corporate sponsors, role-playing as buyers.
Take advantage of Susquehanna’s renowned study-abroad program and learn what professional sales looks like in Australia, England, Germany, Japan or another inspiring country. Your experience abroad will bolster your Susquehanna education and enrich your mind and soul, preparing you to be a dynamic leader in tomorrow’s world.
UNLOCK YOUR POTENTIAL
Through internships with industry leaders like Pfizer, Susquehanna University students combine marketing expertise with professional sales skills, preparing them for dynamic careers in the pharmaceutical and healthcare sectors.
SUSQUEHANNA By the Numbers
More Than Metrics
99%
of students receive financial aid through academic merit scholarships and need-based grants
100%
of Sigmund Weis School of Business students graduate Bloomberg Certified
100%
of our full-time faculty have a PhD or terminal degree, and have real-world business experience.
Explore Your Studies
Program Resources
A Glance Into Your Degree Pathway
With support from advisors and course planning tools, your time at Susquehanna is carefully designed to help you succeed. This example provides a glimpse into your degree experience, but you’ll have plenty of opportunities to customize your path with electives or study abroad programs that reflect your passions and career goals.
This course offers an overview of business fundamentals, functional areas of business, business careers and opportunities provided by the Sigmund Weis School of Business. The course enables students to assess their interest in business, and it prepares them for their subsequent business courses and careers. A project-based approach enables the integration of critical thinking, strategic analysis, teamwork and communication skills. The course culminates with team presentations of case analyses to invited business executives. Business majors only. Credit may not be received for both MGMT-196 and MGMT-138. 4SH. CC: First-Year Seminar.
The study of business activities planned and implemented to facilitate the exchange or transfer of products and services so that both parties benefit. Examines markets and segments, as well as product, price, promotion and channel variable decisions. Considers marketing in profit and nonprofit sectors and in the international setting. 4 SH.
Introduces aggregate economics. Emphasizes current issues such as unemployment, inflation, stagflation, monetary and fiscal policies and international economics. 4 SH. CC: Social Interactions.
A basic introduction to data analysis, descriptive statistics, probability, Bayes’ Theorem, distributions of random variables and topics in statistical inference. (Students may earn credit for only one of the introductory statistics courses offered by the departments of management, psychology or mathematics.) 4 SH. CC: Analytical Thought.
This course examines the essentials of management: planning, organizing, leading and controlling. Within this structure, students will explore how managers deal with the turbulent environment of business and the increasing complexity brought on by globalization and technological innovation. 4 SH.
The legal environment as it relates to business. Considers essential elements of consumer protection law, employment law, environmental regulation, court procedures, torts, introduction to contracts, agency law and selected laws regarding corporations. Prerequisite: sophomore standing. 4 SH. CC: Ethics Intensive, Interdisciplinary.
This course is intended to provide students with a practical understanding of the principles of selling, the sales process and the experiences and skills essential to become successful at selling. The course will also explore selling careers and various sales structures and compensation options. 4 SH
This course deals primarily with projects that collect and structure data as part of the preparation for data analysis and visualization. Major emphasis is placed on managing a data collection project and data structuring to provide the basis for algorithmic analysis. Students will study project management, data manipulation, data modeling and Structured Query Language. 4 SH.
This course focuses on identifying and clarifying individual values, skills, interests and personality type to develop suitable career objectives, placing emphasis on the connections between career preparation, academic choices and co-curricular activities. Students learn how to construct a resume and cover letter and how to conduct an employment search. Primary theories used to teach career planning and development include trait and factor, developmental, learning and socioeconomic theories. Prerequisite: sophomore standing. 2 SH.
Provides an introduction to the basic concepts and standards underlying financial accounting systems. Focuses on recording and communicating financial information for use by investors, creditors, regulators and other external uses. Covers theoretical and practical issues related to the accounting and reporting of assets, liabilities, owners’ equity, revenues, expenses, gains and losses. Basic financial ratios are introduced and interpreted. Prerequisites: School of Business major or sophomore standing. 4 SH.
This course seeks to develop students’ sales skills and knowledge of the selling process to a professional and competitive level. Students improve their professional selling skills through role-playing projects and a real-world sale. The top students will have the opportunity to compete in sales competitions. Team selling will also be introduced. The course is appropriate for students seeking to further their understanding and skill in selling and the sales process. Prerequisite: COMM 215. 4 SH
Provides an introduction to the fundamental concepts and commonly used tools in managerial accounting. Focuses on how to identify, measure, analyze and interpret accounting information from the manager’s perspective. Topics include traditional and emerging costing systems, cost behaviors, cost-volume-profit analysis, variance analysis, performance evaluation and management decision making. Prerequisites: ACCT-200. 4 SH.
Examines the theory and practice of corporate financial management. Topics include the financial environment, time value of money, bond and stock valuation, and the capital asset pricing model. Also covers analysis of financial statements, financial forecasting, capital budgeting, long-term financing decisions, the cost of capital, capital structure, dividend policy and working capital management. Prerequisites: an introductory statistics course (MATH-108, MATH-180, MGMT-202 or PSYC-123), ACCT-200, and either ECON-105 or both ECON-201 and ECON-202. 4 SH.
This course examines the personal selling component of marketing from a management perspective. The course will emphasize the selling process and managing sales personnel. Topics will include market analysis, sales strategies, sales presentations, and creating and administrating a sales program. The course is application focused and will build on the Professional Selling class by identifying elements necessary for successful sales management, including recruiting, training, motivating, and promoting sales people. We will also consider how selling over the internet has and will continue to impact selling of products and services. Prerequisites: COMM-215. 4 SH.
The capstone course for business seniors integrates much of the knowledge they gain from earlier courses. Uses a case method approach to solve problems facing top management. Emphasizes the global environment and strategic management decisions. Covers finance, management, marketing, technology, geography, leadership and other factors in both domestic and international cases. Heavy emphasis on the development of analytical skills and both written and oral communications skills. Prerequisites: senior standing and FINC-340, ACCT-330 and either MGMT-240 or MGMT-360. 4 SH. Capstone. CC: Writing Intensive.
Develops skills in negotiation, joint decision making and joint problem solving through analysis of the negotiating process, frequent negotiation exercises, case analyses and interaction with professional negotiators. Prerequisite: junior standing or instructor’s permission. 2 SH.
This course provides a framework for understanding the technologies associated with algorithmic analysis and data presentation for business decision-making. Students will study analysis techniques that enable insights and patterns to be drawn from descriptive, predictive and prescriptive analytics. Student teams research and present tools that support these techniques, which are also investigated through individual research projects. Prerequisites: INFS-174. 4 SH. CC: Writing Intensive.
A learning experience that cultivates a student’s academic and professional development through valuable work experience and the integration of classroom-acquired knowledge by working at a firm, corporation, government agency, or nonprofit organization. Prerequisites: Approval by the SWSB Internship Coordinator and acceptance by the organization. Graded on an S/U basis. 0, 2, or 4 SH.
When you enroll at Susquehanna, you’ll be paired with an advisor and application tool to guide you in your course planning and scheduling. The following is an excerpt from the complete course catalog. Enrolled students follow the requirements of the course catalog for the academic year in which they declare each major and/or minor, consult with their advisor(s).
Degree Programs in Professional Sales
Professional Sales is an interdisciplinary program that leverages the strengths of the Communications Department and the Sigmund Weis School of Business, providing students with the opportunity to earn either a major or a minor in Professional Sales. The professional sales program prepares students for successful careers in sales by providing a comprehensive understanding of the sales process, effective communication and the ability to navigate the competitive and dynamic business landscape.
Susquehanna University has two degree programs in professional sales. The Bachelor of Arts (B.A.) degree is a liberal arts degree earned in the university’s School of Humanities, incorporating a solid foundation in communications for professional sales studies. The Bachelor of Science (B.S.) degree is earned in the Sigmund Weis School of Business, and integrates extensive business administration coursework into the study of professional sales.
Learning Goals
- Gain a solid understanding of sales principles, including prospecting, qualifying leads, presenting solutions, and negotiating and closing deals, with a focus on practical application in simulated and real-world scenarios.
- Learn effective negotiation tactics and strategies to handle objections and secure successful outcomes.
- Develop polished presentation skills for delivering sales pitches across various platforms.
- Cultivate networking skills to build and maintain relationships with customers, colleagues and industry professionals, which can be invaluable for career growth and success in sales.
- Understand sales management fundamentals, including leadership, training and performance evaluation.
- Develop skills related to effective communication in the sales process, enabling students to build strong relationships with clients, understand their needs and convey value propositions persuasively.
Requirements for the Bachelor of Science Degree in Professional Sales
Combining a professional sales degree with a business foundation will equip students to excel in the competitive field of sales and contribute effectively to any organization. Candidates for the Bachelor of Science with a major in professional sales complete the business foundation courses as follows, and 22-26 semester hours of professional sales courses listed below. No grade below a C- will be accepted toward graduation for foundation courses; upon earning a grade below C- in a foundation course, the student must retake the course the next semester in which it is offered. The course descriptions listed later in the catalog identify prerequisites, and these suggest a certain degree of order in completing the foundation. In addition to the foundation, first-semester SWSB students enroll in MGMT-196 Global Business Perspectives (four semester hours), which provides an introduction to liberal studies and college life, as well as an overview of business functional areas, career opportunities, and the Sigmund Weis School curriculum. This course satisfies the First-Year Seminar requirement of the Central Curriculum.
Business Foundation Courses
Complete one of the following Introduction to Business classes:
- 4 MGMT-196 Global Business Perspectives
- 2 MGMT-138 Fundamentals of Business
Complete one of the following statistics classes:
- 4 MATH-108 Introduction to Statistics
- 4 MATH-180 Statistical Methods
- 4 MGMT-202 Business Statistics
- 4 PSYC-123 Statistics for the Behavioral Sciences
Required courses:
- 4 ACCT-200 Financial Accounting
- 4 ACCT-210 Legal Environment
- 4 ACCT-230 Managerial Accounting
- 4 ECON-201 Principles of Macroeconomics
- 4 ECON-202 Principles of Microeconomics
- 4 FINC-340 Corporate Financial Management
- 4 INFS-174 Data Collection and Modeling
- 4 INFS-472 Data Insight and Visualization
- 2 MGMT-105 Introduction to Professional Development
- 4 MGMT-240 Principles of Management
- 4 MGMT-400 Business Policy and Strategy
- 4 MKTG-280 Marketing
Professional Sales Sequence Courses (22–26 SH)
14–18 Required (14–18):
- 4 COMM-215 Professional Selling
- 4 COMM-315 Advanced Professional Selling
- 4 MGMT-438 Sales Management
- 2 MGMT-466 Negotiations
- 0, 2 or 4 MGMT-504 Professional Sales Internship
8 Choose from the following electives:
- 4 COMM-194 Intercultural Communications
- 4 COMM-211 Introduction to Advertising and Public Relations
- 4 COMM-391 Team Communications
- 1 COMM-501 Practicum (may complete multiple practica)
Double-counting Restriction
A student can declare two majors within the Sigmund Weis School of Business, but they may not declare a double major in both marketing and luxury brand marketing & management. Students must complete all the requirements for both declared majors. Students may only double-count the courses included in the Business Foundation requirements. Therefore, if a course is used to satisfy a requirement of one major, that same course may not be used to fulfill a requirement of the second major within the School of Business.
Requirements for the Bachelor of Arts Degree
Combining a professional sales degree with a communications foundation can lead to a powerful skill set for success in various industries. Candidates for the Bachelor of Arts with a major in professional sales successfully complete the 24 semester hours of communications foundation courses as follows, and 28–32 semester hours of professional sales courses listed below. A grade of C- or better is required for any course to apply to the major.
Communication Foundation Courses
24 Department Requirements:
- 4 COMM-101 Essentials of Digital Media
- 2 COMM-102 Methods of Adobe Creative Suite
- 2 COMM-190 Introduction to Communications/Media Theory
- 4 COMM-192 Public Speaking
- 4 COMM-201 Ethics and Leadership
- 4 COMM-202 Digital Media Analytics
- 4 COMM-481 Media Law
Professional Sales Sequence Courses (28–32 SH)
Required:
- 4 COMM-215 Professional Selling
- 4 COMM-315 Advanced Professional Selling
- 4 MGMT-438 Sales Management
- 2 MGMT-466 Negotiations
- 4 MKTG-280 Marketing
- 2 COMM-415 Professional Sales Capstone Portfolio
- 0–4 COMM-505 Professional Sales Internship
8 Choose from the following electives (8 SH minimum):
- 2 PRDV-106 Career Readiness
- 4 COMM-194 Intercultural Communications
- 4 COMM-211 Introduction to Advertising and Public Relations
- 4 COMM-391 Team Communications
- 1 COMM-501 Practicum (may complete multiple practica)
Double-counting Restriction
Students double majoring in Communications and Professional Sales, or minoring in Communications and majoring in Professional Sales, may only double count the courses included in the Communications foundation requirements.
When you enroll at Susquehanna, you’ll be paired with an advisor and application tool to guide you in your course planning and scheduling. The following is an excerpt from the complete course catalog. Enrolled students follow the requirements of the course catalog for the academic year in which they declare each major and/or minor and consult with their advisor(s).
Minor in Professional Sales
As it is the only revenue-generating function in an organization, the sales function is vitally important. The professional sales minor provides students with a comprehensive understanding of the sales function in an organization and prepares them for an exciting sales career through a variety of dynamic business and communications classes. Upon meeting the requirements of the sales minor, the student will understand the selling process, customer relationship management (CRM), creating and executing successful presentations and sales strategies, and managing the sales function.
The minor in professional sales requires a total of 16 credit hours: 12 credit hours of required courses and 4 credit hours of elective classes. To complete the minor, students must have a GPA of at least 2.00 and no grade below C- in courses outlined below:
Required:
- 4 COMM-215 Professional Selling
- 4 COMM-315 Advanced Professional Selling
- 4 MGMT-438 Sales Management
A minimum of 4 semester hours from the following:
- 4 ECON-105, ECON-201 or ECON-202
- 4 COMM-211 Intro to Advertising and Public Relations
- 4 MKTG-280 Principles of Marketing
- 2 MGMT-466 Negotiations
- 2-4 COMM-505 or MGMT-504 Internship
Double-Counting Restriction
No credits from this minor can double count towards a student’s major. If a student completes one of the aforementioned classes from this program as part of their major, they should choose from the alternative electives provided. Note: SWSB students cannot take ECON-105 Elements of Economics.
- Insurance sales agents
- Real estate brokers and sales agents
- Securities, commodities, and financial services sales agents
- Digital advertising sales
- Medical and pharmaceutical sales
- Technology and software sales
Where Passion Meets Purpose
Straight from the Nest
“Susquehanna’s focus on hands-on learning has truly helped me develop my personal and professional skills. That direct engagement with my professors has helped me grow as a person. Being able to ask professors questions and to receive their dedicated support throughout your development as a student and a professional is invaluable.”
— Sophia Pasquariello ’25
“Within the first week, I felt like Susquehanna was the place for me. I enjoyed the people, atmosphere, courses and small campus style, all of which have really helped me feel comfortable and at home on Susquehanna’s campus.”
— Olivia Haines ’25
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