Sales Communication (MRKT 257)
(3 credit hours)
ACE 2 Designated Class
This is the first course in the certificate program and provides an introduction to the fundamentals of sales communication including, verbal, listening, and written skills. You will learn the various components of the selling process, develop a written selling plan, and gain experience in executing each step of the selling process through role-play exercises.
Advanced Professional Selling (MRKT 357)
(3 credit hours)
Prereq: MRKT 257 and admission to Center for Sales Excellence
This course will build on the concepts in MRKT 257. You will learn advanced professional selling theory and practice, sales processes, planning and delivering sales presentations, and dealing with ethical sales issues. Professional selling practice and individual feedback for improvement are a core component of this course.
Sales Practicum I (MRKT 371)
(3 credit hours)
Prereq: Admission to Center for Sales Excellence
This course will help you develop your personal brand. You will learn about business etiquette, networking, negotiations, and career strategy. You will also be exposed to the organizational culture and opportunities provided by the Center for Sales Excellence Partners and learn what they look for in potential employees.
Customer Relationship Management and Sales Technologies (MRKT 457)
(3 credit hours)
Prereq: MRKT 257 and admission to the Center for Sales Excellence
This course focuses on customer relationship management (CRM) and sales force technology. The course will teach you how to use CRM systems in sales and use them to identify good prospects, improve customer retention, and maximize customer value. You will also get hands-on experience using a CRM system to successfully plan and execute a sales plan.
Sales Force Management (MRKT 458)
(3 credit hours)
Prereq: MRKT 341 or admission to the Center for Sales Excellence
In this course, you will learn about tasks that a sales managers needs to perform in building, directing and leading a sales force. Topics covered include sales forecasting, designing and structuring sales territories, and issues related to hiring, managing, compensating and evaluating sales people.