Maximize Your Potential with a Minor in Sales

The new sales minor will prepare any student with the skills to build relationships, strengthen confidence, develop presentation skills, and gain valuable experience. The minor is open to students of all majors except for marketing.

Students who choose this minor are required to complete specific classes that educate the student on sales principles, how to sell, selling techniques, managing sales people, use of data and technology, and the principles of marketing.

In 2018, the Sales Education Foundation (SEF) again recognized the Cal State Fullerton Sales Leadership Center as among the top sales universities in the United States. This is an honor and recognition of the strong sales program available at Cal State Fullerton.

Click on the Course Requirements tab for specific information on course descriptions.
For additional questions, please contact Administrative Coordinator Kayla Schneller at kaschneller@fullerton.edu or visit the Sales Leadership Center’s office at SGMH 3357. Please speak with your academic advisors for your specific needs.

Course Requirements

There are five courses associated with the minor in sales.

MKTG 401 – Professional Selling

This is a highly interactive and experiential course designed to expose students to professional selling with an emphasis on the selling process. Students use DISC to learn how to communicate using various buying styles. The capstone project will allow students to participate in live role-plays designed to give them real-world experience.

To learn more about this course, visit the MKTG 401 – Professional Selling page in the current CSUF catalog. University Catalog - MKTG 401 Professional Selling.

MKTG 351 – Principles of Marketing

This course applies current theories and concepts in effectively marketing goods and services to define target customers from a domestic and global perspective. It includes market research, identifying target customers, developing product offers, branding, pricing, marketing communications, and distribution channels.

To learn more about this course, visit the MKTG 351 – Principles of Marketing page in the current CSUF catalog. University Catalog - MKTG 351 Principles of Marketing.

MKTG 415 – Managing the Sales Force

The role of the sales manager in organizing and deploying a field sales force, developing effective sales training programs, designing complete motivation and compensation plans, asserting strong leadership, and evaluating salesperson performance are examined in this course. It relies heavily on case studies and group discussion.

To learn more about this course, visit the MKTG 415 – Managing the Sales Force page in the current CSUF catalog. University Catalog - MKTG 415 Managing the Sales Force.

MKTG 353 – Marketing Information Technology

Students explore information resources, databases, and other tools applied by marketers to transform data into useful formats for the strategic decision-making process in this course. It includes segmentation, target marketing and positioning, media selection, market share, break-even analysis, pricing, sales forecasting, and profit scenario analysis. There is extensive use of Excel spreadsheets, the internet, and other technology resources, with one or more sections offered online.

To learn more about this course, visit the MKTG 353 – Marketing Information Technology page in the current CSUF catalog. University Catalog - MKTG 353 Marketing Information Technology.

MKTG 442 – Sales and Consumer Product Strategies

Learn current professional practices of sales, strategy, and product distribution in this class, including mastering product assortment strategies and shelf presentation at the retailer level. Students also network with Fortune 500 corporate executives through guest speaker lectures. All projects can be directly applied to résumés.

To learn more about this course, visit the MKTG 442 – Sales and Consumer Product Strategies page in the current CSUF catalog. University Catalog - MKTG 442 Sales and Consumer Product Strategies.

FAQs

How many classes does this minor require?

This varies depending on the student’s major, but the maximum number of classes required is five. Students must complete 15 distinct units to earn the minor.

What is the difference between the sales minor and the certificate of professional selling (CPS)?

Successful completion of the sales minor will appear on the student’s official CSUF transcripts. Students earning the CPS will receive the certificate from the Sales Leadership Center.

Can any CSUF student earn the sales minor?

Yes, all CSUF students are eligible, except for marketing majors due to overlap in requirements for major/minor.

Are there any prerequisites?

Prerequisites vary by a student’s college and major.

If a student attains the sales minor, do they also automatically receive the CPS?

No, attainment of the sales minor and the CPS are two distinct accomplishments that each require specific obligations for completion.