VCU Academy of Selling
Our mission is to be the central Virginia academic incubator for developing professional sales talent. Our vision is to drive academic and workplace performance through the power of educating in selling professionalism.
Companies Who’ve Placed VCU Selling Student Grads in Selling Roles:
- Altria
- Avitas Group
- Banker’s Life
- C. H. Robinson
- Comcast
- Commonwealth Underwriters
- Curbell Plastics
- Diamond Springs
- Dimension Data
- Electronic Systems
- Elephant Auto Insurance
- Enterprise
- Goodyear
- Hershey
- Insight Global
- Lilly
- Marriott
- PepsiCo
- R. J. Reynolds
- Salsa Labs
- Schindler Elevator
- Snag
- State Farm Insurance
- UPS
- Univar
- Verizon
- Virginia Lottery
- Myriad Provisions Int.
- Okta
- And the list keeps growing…
Course Offerings
The major in marketing gives students a broad working knowledge of contemporary marketing philosophy and practice. The concentration in personal selling and business marketing gives students a focus on personal selling strategies in the consumer and business-to-business marketplace. Judicious selection of courses will also allow students to tailor their program of study to their individual backgrounds, interests and career aspirations. The courses in the major provide a mix of educational approaches, including lecture and discussion, case problems, and in-field experience. Graduates of this program will find career opportunities in marketing management, advertising, sales, marketing research, public relations, retailing and other areas of business.
VCU School of Business Marketing major
Fall 2020: Minor in Personal Selling & Business Marketing
Undergraduate Course Requirements:
MKTG 335. Introduction to Personal Selling. 3 Hours. Semester course; 3 lecture hours. 3 credits.
Prerequisite: MKTG 301. This course is restricted to students who have completed at least 54 credit hours (junior standing). Examines the fundamental nature of personal selling in the promotion mix, including the sales process and the techniques used in performing the selling function. Explains the diverse decisions and activities necessary to manage the outside sales force efficiently and effectively to achieve the organization’s overall goals.
MKTG 435. Selling in the Business Marketplace. 3 Hours. Semester course; 3 lecture hours. 3 credits. Prerequisites: MKTG 301, MKTG 335 and junior standing. This course focuses on selling strategy and tactics for sales managers and field sales representatives whose customers include other businesses, government and/or institutions. Areas of concentration include preparing for, and conducting, effective business-to-business sales calls, including prospecting, scheduling customer sales meetings, needs identification, presentation and securing new business.
MKTG 485. Internship in Selling. 3 Hours. Semester course; 3 credits.
Prerequisites: senior standing in the major offering the internship and permission of the department chair. Intention to enroll must be indicated to the instructor prior to or during advance registration for semester of credit. Involves students in a meaningful experience in a setting appropriate to the major. Graded as pass/fail at the option of the department.
Courses in Development:
- Introduction to Sales Management
- Selling in the Digital Age
- Presentation & Negotiation Skills for Sales Professionals
- Creating and Marketing My Personal Brand
Pi Sigma Epsilon
Pi Sigma Epsilon is coming to the VCU! Be a part of the founding group and create a legacy on campus. This sales, marketing, and management group is open to ALL majors and is sure to set yourself apart from your peers. Enhance your resume, gain hands-on experiences, and connect with recruiters across the country.
When you join Pi Sigma Epsilon, you are joining more than just another club on campus. As a chapter, you will work together to create professional-grade projects, attend national events, compete for more than 20 different awards, and create lifelong memories along the way.
Pi Sigma Epsilon is not only going to strengthen your resume and professional skills, but you are also going to make lasting friendships and have a lot of fun along the way.
What To Expect As a PSE Member
- Attend weekly meetings as an entire chapter that will include speakers, workshops, group activities and fun
- Opportunities to become a leader within your group
- Have your ideas come to life with the support of your chapter
- Plan and execute projects on and off campus
- Work with local companies to get hands-on experiences in every aspect of a business
- Create an online presence that will get you noticed
- Travel to competitions and professional development events with members across the country
- Attend career fairs with confidence
- Be a #preferredchoice for employers offering internships and full-time employment
- Bond with chapter members through social activities
- Interview for scholarships only available to PSE members
- Build a network of peers and employers
- Have A LOT of fun!
Follow PSE on Social Media
Accolades
Features/promotional highlights of the VCU Academy of Selling which attract both students and industry partners include:
- VCU's Academy of Selling was named in 2019 a Top Sales University by Sales Education Foundation (https://salesfoundation.org/). We expect that designation, currently under review, to be extended in 2020.
- Beginning in academic year 2020-2021, students from across the university will be able to take selling and business courses (18 credit hours) allowing them to earn a minor in selling, a significant transcript and resume differentiator
- Beginning summer 2020, sales-interested students are able to take a for-credit sales internship course
- Students and industry partners are now, and will continue to be able to engage with one another through membership and programming associated with Pi Sigma Epsilon, the national collegiate sales and marketing fraternity (pse.org). VCU PSE hosts monthly industry showcase events for interested students. Three have been hosted so far in AY 2019-2020.
- Selling students are eligible to apply for one of five annually awarded sales scholarships of which, to date, 25 have been awarded (FYI: this includes scholarships awarded in the Sales Management Forum era)
- Selling students are eligible to participate in two to four annual industry sponsor- supported collegiate sales competitions (for example, "team VCU" competed 11/6-9/19, in the International Collegiate Sales Competition hosted by Florida State in Orlando (https://fsusalesinstitute.com/icsc/). Of 81 competing university and college-based sales programs, VCU placed 28th, our highest placement to date in a collegiate sales competition. Team VCU is scheduled to compete in three more collegiate sales competitions next semester.
- Selling students are eligible to participate at VCU in a twice yearly offering of Advance!, a sales industry career fair attracting upwards of 18 sales recruiting companies
- VCU's Academy of Selling is currently in the application phase for associate membership in the University Sales Center Alliance, a consortium of university-based sales centers connecting faculty members with many different backgrounds and areas of expertise, each advocating for the continuing advancement of the sales profession through teaching, research and outreach. Fewer than 60 university based sales programs have been granted membership in USCA. (https://www.universitysalescenteralliance.org/)
- VCU Academy of Selling faculty annually participate in the Sales Educators Academy. The goal of the SEA is to help sales educators improve their ability to teach sales students the skills and knowledge that these students will need upon graduating from business school (http://www.saleseducatorsacademy.com/#undefined).
