A Certificate in Sales Management with Online Sales Courses from One of Florida's Best Graduate Business Schools

The Huizenga Sales Institute offers on-campus and online sales courses to professionals looking to enhance their career or degree by attaining a Sales Management Certificate. The Certificate in Sales Management can be acquired while working toward an MBA from one of Florida's best Graduate Business Schools. Once completed the credits can apply to an MBA in Sales Management.

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Certificate in Sales Management (12 credits)

MKT 5210     Advanced Sales Management Concepts  (3 cr.)

The course provides a broad overview of the unique opportunities and challenges encountered in the process of managing the sales function. Initially, the course focuses on the distinctiveness and the importance of managing the sales function. From this point, the class begins to assess the aspects of sales management that are critical to the organization¿s success. The subjects discussed include sales forecasting, strategy, organization, human resources, appraisals and more. Each of the topics is examined through readings, discussions, lectures and specific cases. At the conclusion of the course, the student will have an appreciation for not only the unique challenges of sales management, but also the ways in which managers maximize the long-term productivity and profitability of the sales function. Prerequisite: MKTP 5005 or equivalent.

MKT 5220     Sales Accounts, Management, and Design  (3 cr.)

This course focuses on the organizational strategy as it relates to the allocation of its sales resources to specific accounts and develops a focus on those accounts. The course will examine the accounts that are the focus of the sales organization. Emphasis will also be given on topics such as territory planning, conducting account analyses, engaging in call analysis, team selling, key account management and engaging in proposal development. Prerequisite: MKT 5210.

MKT 5230     Sales Management Environment: People, Culture, and Change  (3 cr.)

The human side of the sales manager's environment is a key determinant of sales success. Managers are often faced with situations in which an existing organizational and sales culture must be assessed. In many cases, change is required and the focus is on both organizational cultural change and on change in people. This class will examine factors affecting culture and organizational changes. Additionally, the course is designed to assist the manager in developing his/her sales force by examining the sales force competencies, behaviors, attitudes and techniques, engaging in performance reviews, coaching, counseling and mentoring, motivating, developing and perhaps reassessing the organizational relationship with individual salespeople. Prerequisite: MKT 5220.

MKT 5240     Sales Organizational Architecture  (3 cr.)

The organizational architecture (structure) is a significant determinant of organizational performance and success. The sales manager's focus has to be on developing a strategic plan and implementing tactics which enable the firm to perform at a high level. In addition to the critical nature of the firm's organizational design comes the selection of the proper personnel to fill these positions. As such, the manager must identify critical skills, attitudes and behaviors which are required for each position and then implement a staffing plan designed to maintain them. The Sales Organizational Architecture course is designed to help the student develop and implement these strategic and tactical processes. Additionally, once the firm has been structured and staffed, the manager is then charged with maintaining the operation by examining the budgeting, forecasting, compensating and expenditure patterns in the firm. Prerequisite: MKT 5230.

Be sure to check out the Tuition and Fees page to learn the details on the different on-campus and online graduate degree programs and certificate programs offered at The Huizenga Sales Institute.

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.