MCBE

Professional Sales

Sales Careers

Professional salespeople play a critical role in today’s global marketplace. Supporting nearly all industries, salespeople help consumers and businesses define their needs, understand and evaluate options, make effective purchase decisions and build enduring relationships.

Developing one’s sales skills is a key factor of success whether selling internally or externally.

With a career in sales, you will represent the company for whom you work. For example, sales representatives for ADP might call on small businesses in a wide variety of industries with the goal of selling ADP’s payroll services. Landsberg sells packaging solutions and UPS provides logistical services. These are examples of companies whose products are purchased and used by other businesses.

Other companies such as Stanley, Black & Decker advertise to consumers, yet, their sales representatives typically call on home improvement and other retail establishments. Other consumer goods/services companies that recruit for salespeople include Frito Lay, Southern Wine & Spirits and Penske Motor Group.

Several other key industries that recruit sales representatives within Mihalyo College of Business and Economics include: Nationwide Financial for financial services, TEK Systems, Enterprise and Verizon for services, Fastenal and Graybar for wholesale distribution, Haas Factory Outlet for machine tools, and Federated Insurance and Bankers Life and Casualty for insurance.

Is Sales for You?

Successful sales people are those who enjoy establishing relationships with customers, and developing strategies to help better understand customers’ needs. They are people who are self-motivated, like to organize and manage their time independently, be on the go and travel, enjoy meeting and talking with people and offering solutions to clients’ needs by using the services of the company they represent.

Earning Potential

Entry-level sales positions typically carry the title of ‘Territory Manager’ or ‘Sales Representative’ with entry-level base compensation packages of $45-$60K or more. Many firms offer company cars or car allowances as well as allowances for cell phones and technology tools. A complete compensation package typically includes very good benefits packages.

Within a few years, strong performers might be promoted to gain ‘key account’ responsibility, and eventually lead a team of sales representatives. Earnings potential for these positions is typically well into six figures.

Recent graduates who have entered into sales positions report enjoying strong earnings potential, with employers supporting them with different types of training, leading to career growth opportunities.

The Sales Leadership Center

Recognizing that over 70% of students whose concentration is in marketing go into sales, the Mihaylo College of Business and Economics’ Marketing Department created the Sales Leadership Center with the mission to ‘ignite sales careers’, which is accomplished through:

Undergraduate: Required Courses

Undergraduate: Suggested Electives(Two Needed)

Graduate Students

To fulfill the requirements for your marketing concentration, you may utilize up to two 400 level marketing courses or any 500 level marketing courses. The 500 level marketing courses offered vary by semester. Recent offerings include: Non-Profit Marketing, Strategic Marketing Intelligence, Product and Brand Management, and Business Marketing and Customer Relationship Management. Please check for current 500 level marketing courses.

Marketing faculty contact:

Dr. David Locander
dlocander@fullerton.edu