Why Professional Sales Matters
With the boom in Software-as-a-Service (SaaS) providers - companies like Salesforce, Zendesk, and Amazon Web Services - and the increasing reliance of top companies on cloud computing and other non-native hardware and software, the demand for Business-to-Business (B2B) Salespeople has dramatically grown. Businesses, however, struggle to find qualified entry-level salespeople.
Our Professional Sales major seeks to provide students with relevant, project-based learning thus allowing them to develop one of the most sought-after skills in both Fortune 500 companies and fast-growing technology firms. This track features a heavy focus on Relationship-Driven Selling, which is vital to ensuring long-term customer commitments in B2B sales.聽
Faculty Contributors
Dr. Lukas Forbes,聽Western Kentucky University - Dr. Forbes is the Chair of the Marketing Department of Western Kentucky University. He also serves as the Director of the nationally recognized WKU Center for Professional Selling, one of only 20 Fully Certified Sales Programs in the United States. Dr. Forbes is also a member of the Editorial Review board for the Journal of Selling, and previously served on the Review board for the Journal of Personal Selling & Sales Management. His research has appeared in journals, including the Journal of the Academy of Marketing Science, the Journal of Personal Selling & Sales Management, the Journal of Selling, and the Journal of Services Marketing. Dr. Forbes earned a B.S. from the United States Military Academy at West Point, and formally served in the US Army before earning a Ph.D from the University of Kentucky.
Curriculum Highlights
The HR Management program is a part of the business school and therefore includes the standard business core curriculum.聽
The Professional Sales core includes:
- Relationship-Driven Professional Sales
- Negotiation in Business and Sales
- Sales Leadership
- Advanced Relationship-Driven
- Professional Selling
