Sales

Program Overview

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The Sales Certificate Program at RMU equips students with the skills and knowledge necessary for success in sales careers. The program covers various aspects of sales, including sales terminology, psychology, brand management, analytics, and relationship building. Graduates are prepared for careers in sales, marketing, and related fields, with a strong track record of employment and career satisfaction.

Program Outline

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Degree Overview:

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Sales Certificate Program

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Overview:

The undergraduate-level certificate in sales provides the necessary skill sets to be successful in sales and sales management positions. The program covers various aspects of sales terminology, the psychology behind sales and its impact on sales personnel, management of brands and categories of products, sales analytics, consultation and relationship building, and entrepreneurial thinking.

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Objectives:

• Equip students with the essential knowledge and skills to excel in sales careers.
• Enhance students' understanding of sales concepts, strategies, and techniques.
• Develop students' ability to manage brands and categories of products effectively.
• Foster students' critical thinking and problem-solving skills in a sales context.
• Cultivate students' communication, negotiation, and relationship-building skills.

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Program Description:

The program comprises 15 credits of coursework, covering various aspects of sales and marketing. Students will gain insights into consumer behavior, sales process, brand management, negotiation tactics, and customer relationship management. The program emphasizes a practical approach, allowing students to apply their acquired knowledge to real-world scenarios.

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Outline:

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Coursework:

• MARK2000 Principles of Marketing: Introduces fundamental marketing concepts and principles.
• MARK3300 Managing and Selling of Brands: Explores brand management strategies and techniques.
• MARK3800 The Psychology of Sales: Examines the psychological aspects of sales and their impact on buyer behavior.
• MARK4350 Consultative Sales: Focuses on developing consultative selling skills and techniques.
• MARK4800 Advanced Professional Selling: Integrates advanced sales concepts and prepares students for professional sales careers.

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Structure:

The program offers flexible scheduling options, allowing students to complete the coursework at their own pace. Courses are typically offered in the evenings and online, catering to working professionals and students with busy schedules.

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Course Schedule:

The specific course schedule may vary depending on the semester and instructor availability.

• Module 2: Sales Process: Explores the different stages of the sales process, from prospecting to closing the deal.
• Module 3: Sales Techniques: Introduces various sales techniques and strategies, including needs assessment, objection handling, and negotiation tactics.
• Module 4: Customer Relationship Management: Emphasizes the importance of building and maintaining strong customer relationships.
• Module 5: Sales Analytics: Covers the use of data and analytics in sales performance measurement and improvement.

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Assessment:

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Assessment Methods:

• Coursework:Assignments, quizzes, exams, and projects are used to assess students' understanding of course material and application of acquired knowledge.
• Presentations: Students may be required to deliver presentations on specific sales topics or case studies.
• Role-playing exercises: Students participate in role-playing exercises to practice their sales skills and receive feedback from instructors and peers.

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Assessment Criteria:

• Students are evaluated based on their knowledge, application of concepts, critical thinking, communication skills, and overall performance in the program.
• Specific assessment criteria may vary depending on the course and instructor.

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Teaching:

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Teaching Methods:

• The program utilizes a variety of teaching methods, including lectures, discussions, case studies, simulations, and role-playing exercises.
• Instructors employ interactive teaching approaches to engage students and encourage active participation.

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Faculty:

The program is taught by experienced faculty members with expertise in sales and marketing. Instructors bring real-world experience and industry knowledge to the classroom, providing students with valuable insights and practical guidance.

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Unique Approaches:

• The program fosters a collaborative learning environment where students can learn from each other and share their experiences.
• Students have the opportunity to network with industry professionals and attend guest lectures.
• The program emphasizes hands-on learning and application of theoretical concepts to real-world scenarios.

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Careers:

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Career Paths:

The program prepares graduates for various careers in sales, marketing, and related fields. Potential career paths include:

• Sales Representative
• Account Executive
• Business Development Manager
• Marketing Manager
• Brand Manager
• Sales Consultant
• Sales Trainer

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Career Opportunities:

Graduates of the program are well-equipped to pursue opportunities in various industries, including technology, healthcare, finance, and consumer goods.

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Career Outcomes:

The program has a strong track record of preparing graduates for successful careers in sales and marketing.

• The certificate program is stackable, meaning it can be completed independently or as part of an undergraduate degree.
• The program is offered by the Center for Sales Excellence, a dedicated unit within the Department of Marketing in the RMU School of Business.
• The Center for Sales Excellence aims to prepare students to have a sales mindset as adaptive problem-solvers and relationship builders.