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Program Features

As one of the best on campus and online MBA programs, it is designed for professionals with managerial or supervisory Experience. Part-Time Program in Sales offers education and training that can be completed in as little as 18 months.

In South Florida, MBA core courses are offered alternating weekends or during the day on the main campus, alternating weekends at the SEC locations, evenings in Miramar, and online. The MBA program sales courses are only offered online, and one weekend visit to the main campus is required for each course of the Sales MBA. Program begins four times annually with starts in October, January, April, and July.

Sales Certificates are also offered at one of Florida's best graduate business schools, in addition to MBA Programs.

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Curriculum Guide

Each of the following is required (36 total credits):

MGT 5015	Legal, Ethical, and Social Values of Business
MGT 5020	Managing Organizational Behavior
QNT 5040	Business Modeling
ECN 5050	Economic Thinking
ACT 5060	Accounting for Decision Makers
MKT 5070	Managerial Marketing
FIN 5080	Applying Managerial Finance
OPS 5095	Service Operations Management
MKT 5110	Professional Sales Strategies and Techniques
MKT 5120	Applied Sales Concepts and Strategies
MKT 5130	Customer Relationship Management and Sales Force Automation
MKT 5140	Negotiation Strategies and Tactics

Course Descriptions

Full-Time professionals are available to discuss course content in greater detail with you. Simply contact your Admissions Manager at 800.672.7223 Ext. 25168.

MGT 5015     Legal, Ethical, and Social Values of Business  (3 cr.)

Students will gain an understanding of the meaning and importance of the law, ethics, personal morality, and corporate social responsibility. The students will be able to differentiate among the values of legality, morality, ethics, and corporate social responsibility. They will become more cognizant of the legal, ethical, moral, and social responsibility ramifications to business decision-making; and will learn how to apply these values in a modern business context. The students will be able to analyze business decisions from legal, ethical, and social responsibility perspectives.

MGT 5020     Managing Organizational Behavior  (3 cr.)

Managing Organizational Behavior: Students will gain a working knowledge of how to manage personal, interpersonal, and group processes by developing their interpersonal skills to assume responsibility for leading and promoting teamwork among diverse stakeholders. Students will learn to manage individual and group behaviors in improving organizational productivity and performance. Through experiential learning, students will learn to integrate home, work, and educational observations and experiences and to convert them into proactive practical applications for growth and renewal in these diverse settings.

QNT 5040     Business Modeling  (3 cr.)

This course covers the techniques of problem solving, optimization and business modeling using the concepts of statistics and management science in a spreadsheet environment. The course focuses on that practical application of quantitative analytical techniques. Prerequisites: FINP 5008 and QNTP 5002 or equivalents.

ECN 5050     Economic Thinking  (3 cr.)

Economic Thinking is a methodology that focuses on the role of incentives in the marketplace. The course reviews the components of markets, how markets function, factors that influence consumer and producer behavior, market structures, market power and the appropriate role of government in the marketplace. The second part of the course focuses on the measures of economic activity used to assess the impact of inflation, unemployment, economic growth, and exchange rates on the national and local economy. Prerequisites GMPF 5003 Or ECNP 5003 or ECON 2020 or ECN 2020.

ACT 5060     Accounting for Decision Makers  (3 cr.)

Students will learn to reconsider accounting information for managerial decision making, and will then take this information and transform it into financial guidelines for deciding among capital ventures, product and service offerings, funding options, and budgets. Prerequisite: ACTP 5001 with a grade of C, FINP 5008 with a grade of C, and QNT 5040.

MKT 5070     Managerial Marketing  (3 cr.)

Students will gain a working knowledge of marketing management by learning to think strategically and to develop marketing plans aligning marketing initiatives with market opportunities. Students will be able to implement the functional strategies and marketing plans to optimize customer and organizational value. Prerequisite: MKTP 5005 or equivalent.

FIN 5080     Applying Managerial Finance  (3 cr.)

Students will gain a working knowledge of managerial finance by learning to develop a systematic approach to financial analysis; to apply techniques for planning, forecasting, and managing; as well as to evaluate and recommend improvements in the organization's financial performance. Prerequisites: FINP 5008 Business Finance or equivalent, QNT 5040 and ECN 5050.

OPS 5095     Service Operations Management  (3 cr.)

This course focuses on services management in general and service operations in particular. It explores the elements that unite services, that differentiate service processes from non-service processes and that differentiate various types of services from each other. Customers generally participate in the service process, often with direct and uncensored interactions with employees and facilities. The resulting variations in demand present a challenge to the operations manager to use effectively the perishable service capacity. This results because production and consumption occur simultaneously and thus the inability to inventory services. The course covers strategic and tactical issues associated with designing and managing service operations. It provides tools to help assess operations, redesign processes, and establish systems to ensure an excellent customer experience. Student operations service learning experience is reinforced with case studies. Prerequisites: ECN 5050, FINP 5008 or equivalent, and QNT 5040.

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.

ACTP 5001     Introductory Accounting  (3 cr.)

An accelerated introductory course stressing the essential elements of accounting skills that will be used in the master's degree program. Managerial uses of accounting data and preparation of financial statements will be covered in this course. Course satisfies program prerequisite of financial accounting for master's degree programs.

QNTP 5002     Introductory Statistics  (3 cr.)

This course satisfies the prerequisite of statistics for master's degree programs. The concepts of statistical notation, probability are covered as well as the principles of estimation using the central limit theorem.

ECNP 5003     Introductory Economics  (3 cr.)

This course is designed to provide the students with a solid foundation in the basic concepts of economics. The course will introduce students to the analytical approaches and methods used in the economics by applying them to examine current economic issues. The discussion will begin with an overview. The structure will follow a traditional entry level course in economics. Much of the discussion will consider markets and how they determine what is produced and how it is allocated. Also, attention will be devoted to evaluating market outcomes and thinking about remedies to problems that markets cannot solve. Also considered will be how aggregate economic activities are measured, and the role of fiscal and monetary policies in determination of national income.

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.

FINP 5008     Business Finance  (3 cr.)

A survey of the essentials of finance and its environment. Financial management as it applies to organizations, ratio analysis, leverage, working capital management, capital budgeting, capital structure, and other concepts as they apply to business organizations. Course satisfies program prerequisite of finance for master's degree programs.

For professionals with managerial or supervisory experience that are interested in increasing their knowledge and value with an MBA, Florida's Huizenga Business School Sales Program at NSU offers one of the best online programs for MBA Sales. Education and training are only part of this forward-thinking approach that stresses instructional innovation for real-world relevance.