MKT-320 (also cross-listed as HOS-320 for hospitality students) gives students foundational knowledge of the sales process, its relationship to marketing, and the skills necessary to succeed in professional selling. Students explore inside and outside sales in varying organizational environments, using authentic scenarios to analyze customer needs and develop value-added relationships that generate revenue.
The sales process and its relationship to marketing
The course establishes how sales connects to and depends on broader marketing strategy — sales executes what marketing positions and promotes, and the two functions must stay coordinated to generate revenue effectively.
Inside and outside sales in varying environments
MKT-320 covers both inside sales (remote, often phone or digital) and outside sales (in-person, field-based) across different organizational contexts, since the skills and challenges of each differ meaningfully.
Key topics in MKT320
- The sales process and its link to marketing strategy
- Inside sales versus outside sales
- Analyzing customer needs through authentic scenarios
- Building value-added customer relationships
- Managing sales teams for revenue growth
- Sales management across organizational environments
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Worked example: inside versus outside sales demands
- Inside sales: High-volume, often phone/digital-based, requiring efficient qualification of many leads
- Outside sales: Fewer, higher-touch in-person relationships requiring deeper individual account management
- Lesson: MKT-320 teaches that sales management must apply genuinely different management approaches to each, rather than treating all sales roles identically
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Frequently asked questions
Sales doesn't operate independently of marketing — marketing builds positioning, awareness, and demand, while sales executes the direct customer relationships that convert that demand into revenue, and when the two functions are poorly coordinated, sales teams can end up working against the very positioning marketing has built. MKT-320 covers this relationship because effective sales management requires understanding how sales fits into, and depends on, the broader marketing strategy, not managing sales as an isolated activity disconnected from it.
Inside sales typically involves higher volume, more remote customer contact (phone, digital), and a premium on efficiently qualifying and moving through many leads, while outside sales typically involves fewer, higher-touch, in-person relationships that require deeper individual account management and relationship-building over time — genuinely different skill sets and management demands. MKT-320 covers both because a sales manager overseeing either or both types of roles needs to understand these real differences to manage, coach, and evaluate each type of salesperson appropriately.