Online Graduate Business Certificates
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- Strategic Sales and Sales Leadership Certificate
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Strategic Sales & Sales Leadership Certificate
Gain knowledge and deep understanding related to the core areas of sales, sales management, and sales analytics. In the course, you will build and practice skills in interpersonal communications, negotiations, determining customer needs, identifying and qualifying leads, as well as managing, training, and coaching a high-performance sales team. Additionally, the coursework builds your skills in making sales decisions using data and analytics tools such as sizing the sales force, allocating sales resources, account selection, and customer predictive analytics.
Upon completion of the program, you will be able to:
- Identify and discuss professional selling concepts important to today’s business environment
- Evaluate and apply sales management concepts to real-world selling situations
- Develop and use sales analytics tools to evaluate selling and sales contexts
- Qualify for the 807,300 management jobs predicted to be created between 2016 and 2026 (U.S. Bureau of Labor Statistics)
- Prepare for management roles in strategic selling and sales with an average salary of $73,775 (NACE)
Expected completion time: Three 7-week courses, 21 weeks or 1.5 semesters.
|MBA 6300||Building & Developing Customer Relationships||3 Credits|
The course addresses topics related to building and developing effective relationships at the customer interface. The goal is to help students develop and practice skills in the areas of interpersonal communications, negotiations, creating value and product solutions, presentation, asking questions, active listening, determining customer needs, and identifying & qualifying prospects. Role-plays and interactive exercises are employed in order to help students apply the knowledge to real-world situations. Cases are also employed on certain topics such as ethics and negotiation
|MBA 6400||Sales Leadership||3 Credits|
The course gives students a complete picture of the scientific principles and issues revolving around the management of a field sales force regionally and internationally. Accordingly, the course deals with discussing the sales function and its relationship with a firm's marketing program, crafting a sales strategy, and setting sales objectives. It also focuses on performing important decisions such as recruiting, hiring, training, compensating salespeople, and implementing a sales program. Cases based on real-world situations and a sales management simulation are employed so that students practice applying tools and frameworks in their own decision-making processes.
|MBA 6500||Sales Analytics||3 Credits|
The course focuses on building hard/quantitative skills sales professionals need in order to make decisions both inside their firm and at the customer interface. Specifically, the course builds skills in the areas of strategic account identification/selection, calculating customer-centric metrics such as customer lifetime value (CLV), customer risk analysis, customer acquisition and retention metrics, sales forecasting and opportunity management, performance analysis, sales resource allocation, and analyzing and evaluating sales territories. Students use datasets and software to make decisions about important problems sales professionals face in their work. Cases based on real-world situations are also employed so that students practice the application of theoretical knowledge.