Program Overview

Engineering Sales Minor

The Department of Industrial and Manufacturing Systems Engineering offers a minor in engineering sales, which complements the technical training in the student's major discipline by providing the tools and knowledge required for technical sales careers. This minor is available only to engineering students and is administered by a supervisory faculty committee.

Objectives

The objectives of the minor are to provide a broad understanding of the technical sales process, primarily from the business-to-business perspective. At the conclusion of the minor, students will be able to:

• Calculate a return on investment and communicate to customers
• Determine payback period for a given solution and communicate to customers
• Perform a market segmentation
• Develop a client value analysis
• Perform prospecting and business-to-business marketing
• Identify decision makers and processes
• Manage a sales process
• Use sales automation software
• Apply knowledge of underlying international sales issues
• Prepare written and verbal sales presentations
• Provide information about product/service pricing
• Lead a team selling process
• Establish sales channel management procedures
• Develop sound distribution strategies and global sales processes
• Formulate bid strategies
  egotiation strategies
• Employ good time management skills

Requirements

The requirements for the engineering sales minor include:

• I E 4500 Technical Sales for Engineers
• I E 4300 Entrepreneurial Product Engineering
• MKT 3400 Principles of Marketing
• MKT 4500 Advanced Professional Selling
• AND, one of the following:
  • I E 3050 Engineering Economic Analysis
  • C E 2060 Engineering Economic Analysis and Professional Issues in Civil Engineering

Program Details

The engineering sales minor is a 15 credit minor, with at least 9 of the 15 credits not used to meet any other department, college, or university requirements. The minor is designed to provide students with a broad understanding of the technical sales process and prepare them for careers in technical sales.