Professional Sales (CERT)

The Professional Sales certificate develops the necessary skills required to enter the sales industry. The certificate focuses on the dynamics of business-to-business selling (B2B). Students are introduced to the fundamentals of selling, the sales cycle, communication skills, problem solving/analytical skills, customer relationship management, various sales technologies and the sales management process through multiple experiential learning opportunities. 

Current Catalog Year
2024-2025
Degree
Major / Total Credits
18 / 18

Walk away with valuable skills and knowledge obtained through multiple experiential learning opportunities. The Professional Sales Certificate focuses on: 

  • the dynamics of Business to Business Selling (B2B),
  • fundamentals of selling,
  • the sales cycle,
  • communication skills,
  • problem-solving/analytical skills,
  • customer relationship management, and
  • various sales technologies and the sales management process.

Real-World Sales Experiences:

Check out the student Professional Sales Organization

Check out photos from the Sales Networking event


Professional Sales Certificate program policies:

  • Open to all majors
  • Students must be admitted to the University and have University and COB upper division permission. 
  • Students must earn a minimum of 2.0 grade point average (C grade) in all classes in the certificate. 
  • A minimum GPA requirement for admission into the certificate is 2.5.
  • Students may transfer in MRKT 210 (Principles of Marketing).

 For more information contact the following faculty:

Ann Kuzma

Chandu Valluri

Program Requirements

Major Common Core

This course provides a basic understanding of marketing concepts with emphasis on the pricing, promotion, and distribution of need satisfying products and services in domestic and international markets. The format of the course consists of lectures, case discussions, application exercises, projects, exams, and in-class group assignments.

Prerequisites: none

The course is designed to provide basic human motivation theories, and develop persuasive communications strategies and applications necessary in the field of professional selling. The course takes a hands-on approach to professional selling techniques with the use of sales presentations, sales manuals, and exams.

Prerequisites: MRKT 210

A broad examination of the techniques employed in business-to-business marketing. Topics include organizational buying, buyer-seller relationships and industrial marketing mix development.

Prerequisites: MRKT 210

This course involves studying the role of the general sales manager, the functions of sales management within overall marketing strategy, and the development of analytical decision skills necessary to plan, manage, and control the sales force.

Prerequisites: MRKT 210

Students will apply advanced professional selling concepts to multiple sales environments. Students will have opportunities to improve upon their communication, analytical/ problem solving skills and selling techniques through role-plays, case studies, technology tools and interactions with sales professionals.

Prerequisites: MRKT 210, MRKT 312

Individual, supervised work experience in a sales organization. Takenfor grade only. Approval by Internship Coordinator.

Prerequisites: MRKT 210, MRKT 312

Degree Plan

First Year

Fall - 3 Credits

This course provides a basic understanding of marketing concepts with emphasis on the pricing, promotion, and distribution of need satisfying products and services in domestic and international markets. The format of the course consists of lectures, case discussions, application exercises, projects, exams, and in-class group assignments.

Prerequisites: none

Spring - 6 Credits

The course is designed to provide basic human motivation theories, and develop persuasive communications strategies and applications necessary in the field of professional selling. The course takes a hands-on approach to professional selling techniques with the use of sales presentations, sales manuals, and exams.

Prerequisites: MRKT 210

This course involves studying the role of the general sales manager, the functions of sales management within overall marketing strategy, and the development of analytical decision skills necessary to plan, manage, and control the sales force.

Prerequisites: MRKT 210

Second Year

Fall - 9 Credits

A broad examination of the techniques employed in business-to-business marketing. Topics include organizational buying, buyer-seller relationships and industrial marketing mix development.

Prerequisites: MRKT 210

Students will apply advanced professional selling concepts to multiple sales environments. Students will have opportunities to improve upon their communication, analytical/ problem solving skills and selling techniques through role-plays, case studies, technology tools and interactions with sales professionals.

Prerequisites: MRKT 210, MRKT 312

Individual, supervised work experience in a sales organization. Takenfor grade only. Approval by Internship Coordinator.

Prerequisites: MRKT 210, MRKT 312