Professional Sales Concentration

Relevant. Highly Portable. Career-Expanding.

The Professional Sales Concentration at the UT Dallas Naveen Jindal School of Management offers academic specialization in this exciting field from a nationally recognized university.

Students in the professional sales concentration benefit from involvement of industry-leading corporate partners, a faculty dedicated to their students’ education — inside the classroom and out, and a cadre of peers driven to succeed. Students who complete a sales concentration emerge ready for the professional sales workforce, resulting in faster ramp-up to productivity and reduced turnover for employers.

Classes are offered at the bachelor’s and master’s degree levels. Outside competitions afford select students the chance to represent UT Dallas while honing their sales skills. Because Professional Sales is relatively new to the Jindal School, students and corporate partners have opportunities to make the concentration their own. To learn more, contact Dr. Howard Dover, clinical professor of marketing and sales coach.


Selling is a skill set transferable through industries and sectors. Whether you sell a product, a service or an idea, employing professional business-to-business sales techniques will set you apart. The Professional Sales concentration at the Naveen Jindal School of Management teaches students the art of building longterm client relationships and the science of using leading sales software to manage their workloads. Analytical and negotiating skills also are cultivated. Participants may meet and work with corporate sales partners who regularly join classes and activities on campus. Students who complete the sales concentration emerge ready for the professional sales workforce, resulting in faster ramp-up to productivity and reduced turnover for employers.

Howard Dover, PhD
Clinical Professor, Marketing and Sales Coach


Email
(972) 883-4420
Office – JSOM 3.611

You do not need to be a JSOM student to take a sales course. Classes offered at the undergraduate level are open to any UT Dallas student who has completed the appropriate prerequisites. See the UT Dallas CourseBook for details.

Ready to join? Want to know more? Contact Dr. Howard Dover.

Core Courses for the Undergraduate Professional Sales Concentration (12 hours)

Course Number

Course Name

MKT 3330 Introduction to Professional Sales (formerly Personal Sales and Sales Management)
MKT 4332 Advanced Personal Selling (formerly Personal Selling Skills)
ENTP 6382* Professional Selling*
MKT 6331* Building and Managing Professional Sales Organizations*
* Available via Fast-Track program only

Master’s courses are designed to augment the undergraduate program for Fast-Track students, to introduce sales to non-sales professional and to provide advanced skill development for those with existing sales experience.

Ready to join? Want to know more? Contact Dr. Howard Dover.

Core Recommended Courses for the Graduate Professional Sales Concentration

Course Number

Course Name

ENT 6382 Professional Selling
MKT 6331 Building and Managing Professional Sales Organizations

There are numerous opportunities to create mutually beneficial partnerships with the UT Dallas Professional Sales Concentration:

  • Student competition coaching, prep hosting and sponsorship
  • Informal mentorships
  • Class site visit hosting
  • And more

Current corporate partners enjoy on-campus branding opportunities, in-depth looks at potential recruits and the opportunity to make a difference in the lives of those beginning a sales career.

Erica Yaeger
Assistant Dean, Development and Alumni Relations


Email
972-883-5855
Office – JSOM 4.625

Professional Sales Fact Sheet

“I didn’t choose sales. Sales chose me.

“While talking to Dr. Dover, the sales coach, early in the fall semester, he persuaded me to join the advanced sales course. I quickly became involved in the concentration, and it has given me so much, from showing me how to build business relationships to dressing professionally.

“Being a part of UTD’s first sales team to participate in the International Collegiate Sales Competition [ICSC] was one of my favorite experiences with the concentration. My teammates and I worked on role-plays almost every single day for two months in order to prepare. In addition to Dr. Dover’s guidance, corporate executives were brought in to work with us, challenging us to hone our skills. The amount of preparation and dedication we all put in was well worth it, as we were one of the top teams at ICSC. However, the greatest achievement for me was my transformation into a young sales professional.

“I’m fortunate to be interviewing for several full-time positions, even before I graduate in the spring. The sales concentration has given me the resources that will help me achieve my dream of moving to New York City and working in sales.

“Everything I want to do personally and professionally aligns with sales. I love helping people, and I can’t wait to see where my sales career takes me.”

Brittany Nieh, a senior marketing major with a sales concentration, came to the UT Dallas Naveen Jindal School of Management as a transfer student. When shes is not studying, Brittany works part-time, volunteers with the SPCA and the Lost Paws Rescue of Texas, works out and spends time with her Shiba Inu, Pixie. She also enjoys crafting and reading.



“I always knew I wanted to go into business, but I came to love sales almost by accident.

“I met Dr. Dover during the Personal Selling and Sales Management course when I gave a presentation for Lennox International. I didn’t care for sales because I didn’t see how the profession had evolved to build trust between buyer and seller. But in talking with Dr. Dover and seeing how professional salespeople handle their relationships, I came to understand that sales is all about helping companies find solutions to their problems for the long term.

“Taking the sales class changed my life in so many ways: the corporate connections I’ve made while preparing for sales competitions are invaluable, and my confidence level has increased dramatically. I’m no longer scared to talk to company executives — I just go for it.

“I’ve also come to know my teammates on a personal basis; I feel like we’re a family now. The times we spent preparing for sales competitions meant we practically lived at school! We all motivate each other, sharing in each other’s good news and supporting each other when someone has a bad day.

“After graduation, I plan to start my career in business-to-business sales. I eventually want to give back to a school like UT Dallas as a corporate partner. It’s my way of paying forward the investment local corporations have made in me.”

Monica Raofpur, a senior double-majoring in business administration and marketing, came to UT Dallas as a transfer student from Collin College. The first-generation college student’s extracurricular activities include competing in the 2012 International Collegiate Sales Competition and the 2012-2013 World Collegiate Sales Open, interning with Atmos Energy and generating interest in a student sales club. A recipient of an Academic Excellence Scholarship and a Phi Theta Kappa scholarship, Monica plans to graduate one year early.



“I tried a sales course on the recommendation of my Jindal School advisor. I had no idea what it truly entailed.

“Coming to class is almost like coming to the office because the sales students are so professional and driven. At the beginning of the class, we were all competing with each other. But through all that, and thanks to our out-of-class collaborations, I built some great relationships with my peers.

“My favorite experience in the sales concentration happened during the competition I attended. I made sure to ask each competition coach I met for career advice, and I received numerous valuable insights in return.

“My Jindal School degree and sales concentration experience radically changed my world. Doors have opened for me that weren’t previously accessible.”

David Spaugh (BS ’12) graduated with a Bachelor of Science in Business Administration degree with a marketing concentration. Scholarships helped him pay for his education, and he also worked part-time during his academic career. Competing at the 2012 National Sales Challenge gave David experience and connections in the professional sales world. David has moved to Connecticut, where he works as a territory sales manager with The Princeton Review.