Master Certificate in Sales and Sales Management

No matter where you fall in the sales spectrum — from a new sales rep, to a seasoned sales manager, to a senior executive — this interactive program will help improve your performance in your current role and prepare you to take your career to the next level. As you progress through the online certificate courses, you’ll master proven sales techniques and learn how to manage everything from your time, to your customer relationships, to an entire sales organization.

Comprised of three eight-week online courses, the Master Certificate in Sales and Sales Management program will put you and your sales organization on the fast track to success. You’ll acquire new skills you can begin applying immediately on the job, along with a new credential that will help you advance further and faster in your career. Courses include:

Expert Selling
Transitioning to Sales Management
Expert Sales Management

Course Outlines

Expert Selling
Instructors: Robert V. Boylan, BS, MBA; Scott Bush, BA; Kurt D. Miller, BBA, MBA
In today’s competitive sales environment, customers don’t want to deal with pushy salespeople who profess to have all the “right answers”; instead, they want a business partner who asks the right questions and helps them arrive at the best solution. In Expert Selling, the first course in the master certificate program, you’ll learn how to transcend the traditional sales role and position yourself as a consultant capable of maximizing customer value and commissions.

During this course, you’ll learn how to:

• Overcome the stereotype of the “hard-selling huckster” and establish yourself as a valued business partner
• Identify a buyer’s needs and tailor a solution to meet them
• Expand your customer base through effective prospecting and cold calling
• Successfully close a sale and create a foundation for a continuing sales relationship

Transitioning to Sales Management
Instructors: Robert V. Boylan, BS, MBA; Scott Bush, BA; Kurt D. Miller, BBA, MBA
Whether you have your sights set on a promotion or are settling into a new managerial role, Transitioning to Sales Management will help you successfully make the leap from team member to team leader. This course will focus on three core competencies — managing processes, managing people and managing a sales culture — and teach you how to use them to your best advantage.

During this course, you’ll learn how to:

• Parlay your sales skills into a coach/mentor role
• Effectively communicate in both one-on-one and group settings
• Build and develop a winning sales team
• Create a sales culture that breeds success

Expert Sales Management
Instructors: Robert V. Boylan, BS, MBA; Scott Bush, BA; Kurt D. Miller, BBA, MBA
As a sales manager, you’re required to juggle many different responsibilities — from building, motivating and training a team, to establishing sales goals and budgets, to interfacing with the company at large — and you must be proficient at all of them to achieve optimal results. Gain the edge you need to survive and thrive in this demanding role in Expert Sales Management, the third and final course in the master certificate program. By the end of this program, you’ll have the knowledge and skills to lead your sales organization to unprecedented success.

During this course, you’ll learn how to:

• Identify your managerial strengths and weakness
• Adapt to the changing sales environment and use it to your advantage
• Effectively delegate tasks
• Retain top sales talent
• Ensure the ongoing success of your sales organization

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