All UW Business School undergraduates receive a Bachelor of Arts in Business Administration (BABA). To earn this degree, students complete a set of core courses designed to teach the essential concepts of business in such disciplines as finance, information systems, international business, management, and marketing. In their senior year, students take Business Policy, a capstone course that integrates these core skills and competencies.

Students must also complete at least 16 credits of business electives. You can select your elective courses from a broad array of business offerings or you can focus your studies in a specific business discipline.

In addition to the requirements for the BA degree, students can complete the Sales Program which requires 20 credits. Many of these credits count toward the Marketing Option also.

Prerequisites

For Business School majors, the prerequisites are the same prerequisites to apply to the Business School (ACCTG 215 or 210, ECON 200 or 201, MATH 112 or 124, an English composition course and Marketing Concepts (MKTG 301).

Non-business majors are required to take the Business Fundamentals courses as prerequisites to the Sales Program classes. These classes are: Accounting and Finance for Non-business Majors (BA 470, Autumn), Marketing Analysis and Strategy for Non-business Majors (BA 471, Winter), and Human Resources for Non-business Majors (BA 472, Spring).

(back to top)

Required Courses

In addition to MKTG 301 for Business majors or the Business Fundamentals courses for the non-majors, the Sales Program requires 20 credits (12 required credits and 8 elective credits) including completion of Sales Program Practicum. The required courses follow:

MKTG 335 — Principles of Selling (4 credits)
Focuses on role of influence and persuasion in professional selling and other organizational settings. In addition to formal theoretical coursework in such areas as consumer behavior, negotiation, and communication, students practice sales skills in role plays, presentations, and other exercises requiring practical application of selling theory. Prerequisite: MKTG 301; may not be repeated.

MKTG 430 — Sales Management (4 credits)
Sales and distribution planning; sales organization and training; management of the sales force; methods of sales, cost, and performance analysis. Prerequisite: MKTG 301; may not be repeated.

MKTG 496 — Sales Practicum (4 credits) (Offered Spring Quarter Only)
The final required course is a unique opportunity to match your skills and interests in sales with a participating employer in an internship-like setting in spring quarter of your senior year. Every week two hours will be spent in the classroom discussing current topics in sales while an additional eight hours will be spent in a practicum learning the real and practical side of sales. Fifty percent of your grade is based on the employer’s evaluation and fifty percent is based on class participation.

Upon completion of your practicum and fulfullment of all the requirements, you will be presented with your Sales Program Ceritificate at the annual Sales Appreciation Breakfast.

(back to top)