Sales Certificates with a Focus on Professional Sales

The Huizenga Business School offers graduate Sales Certificates which may be completed concurrently with your degree program, or may be completed separately. Our Sales Certificates will give you access to specialized training and sales knowledge you can put to immediate use to add value to your current degree and professional career.

Two Sales Certificates are offered at the Huizenga Business School. Below are the sales courses necessary to complete the Certificate in Sales. We also offer a Certificate in Sales Management.

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Certificate in Sales (12 credits)

MKT 5110     Professional Sales Strategies and Techniques  (3 cr.)

This course focuses on the role of influence and persuasion in professional selling and other organizational settings. Extending Sandler selling techniques to the role of sales leadership, students will grasp the concepts required to identify client needs and qualify the client¿s buying process. Included in the program are advanced methods of questioning, customer need analysis, business-to-business sales situations and determining buyer qualifications. Each of these activities is reinforced through readings, class discussions and through extensive role-play simulation exercises. Prerequisite: MKTP 5005 or equivalent.

MKT 5120     Applied Sales Concepts and Strategies  (3 cr.)

In this class, students will extend their knowledge of skills, strategies and techniques developed in the previous course. Students will learn how to deliver effective persuasive presentations to individuals and to groups. These discussions will also focus on both individual and team-based sales methods. To supplement the course, students will also engage in identifying prospects, qualifying and categorizing potential prospects and will discuss the process of 'cold-calling' new prospects. This course will emphasize the further development of the entire sales process through extensive role-play simulations, readings, exercises, and class discussions. Prerequisite: MKT 5110.

MKT 5130     Customer Relationship Management and Sales Force Automation  (3 cr.)

The focus of this course is on strategic account selling from top-down business planning. A primary emphasis is the development of key account strategies in line with corporate operating plans and sales targets. Students will be familiarized with the techniques and processes used in leading corporations for streamlining their marketing efforts along well integrated sales pursuit plans. Students will learn concepts for market territory assessment, sales opportunity screening, and account budgeting as it relates to return on customer investment. The course will reinforce account management skills and policies including managing relationships and the servicing of key accounts. Prerequisite: MKT 5120.

MKT 5140     Negotiation Strategies and Tactics  (3 cr.)

Business executives are continually faced with issues related to the negotiation of sales, contracts, purchases and a vast array of other topics. Given its applicability to nearly every aspect of organizational endeavor, negotiation skills are critical to professional salespeople. The course will focus on negotiating strategies and tactics used in a business environment. Focus will relate to developing mutually beneficial solutions to potentially divisive issues that occur in a competitive environment. Students will learn negotiating theories, strategies and tactics through readings, discussions, case analyses and role-plays designed to enhance their knowledge and skills. Prerequisite MKT 5130.

Ready to take the next step? Begin the application process for these sales courses on our Apply Now page.

Not all business programs offer graduate level sales certificates, but the Huizenga Business School does and professionals interested in MBA or certificate programs understand the benefit this will add to their degree and career. When you complete your education, you will soon learn the benefits of a sales degree when looking for an internship or job.

Foundation Courses

Because Master's level study extends knowledge and skills acquired in both the classroom and workplace, the successful completion of the following foundation courses are required in order to enroll in this certificate program. Satisfactory completion of foundation courses requires a "C" grade or better in each.

MKTP 5005     Introductory Marketing  (3 cr.)

This is a survey of the essentials of marketing. Covers the nature of marketing and its environment, selecting target markets, marketing research, customer behavior, and forecasting sales. Emphasis on marketing strategy planning. Course satisfies the program prerequisite of marketing for master's degree programs.