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Professional Sales Certificate

Certificate Number 9010412

The Professional Sales Certificate provides students with the consultative selling skills needed to be a successful, professional sales person. Learners who complete this certificate will be able to sell products in both the consumer and business markets as well as gain insight into the responsibilities of sales managers.

Certificate Completers will be able to

. Evaluate customer needs.
. Determine appropriate product/service solutions.
. Create effective sales presentations.
. Uncover and handle objections.
. Provide customer service to build long-lasting relationships.


It is recommended that courses be taken in the order listed.

Completers will be able to apply credits toward the following programs:

. 311048, Professional Sales Technical Diploma
. 101043, Marketing - Professional Sales Technical Diploma


Catalog No. Description Credits

10-104-154 Professional Sales: Evolution
10-104-156 Professional Sales: Strategy a
10-104-158 Professional Sales: Approach S
10-104-161 Professional Sales: Customer N
10-104-163 Professional Sales: Create Pro
10-104-168 Professional Sales: Negotiatin
10-104-167 Professional Sales: Closing Te
10-104-169 Professional Sales: Building L
10-104-101 Selling Principles
10-104-191 Customer Service

Certificate Total

Course Descriptions

10-104-154 Consultative Selling Overview... an overview of the consultative selling process with focus on delivering value to customers through problem-solving and long-term relationships.

10-104-191 Customer Service...develop professional telephone etiquette, explore customer service work environments, identify and analyze customer service failures, resolve problems cost effectively, set complaint policies, and develop communication techniques to handle complaining customers.

10-104-168 Negotiate Customer Resistance...create a win-win with strategies to uncover customer resistance and apply techniques to overcome objections.

10-104-167 Prof Sales: Closing Techniques...identify, select and apply techniques to effectively close sales.

10-104-161 Prof Sales: Cust Needs Assess...assess customer needs with effective listening techniques and asking the right questions.

10-104-169 Prof Sales: Long Term Partner...utilize post-sale service efforts and communication skills to build long-lasting customer relationships.

10-104-163 Prof Sales: Prod Solutions...develop solutions that meet customer needs and deliver in a smooth and engaging presentation.

10-104-156 Prof Sales: Strategy/Prep...prepare to sell with deep knowledge of the product, industry and competition.

10-104-158 Prof Sales:Approach Strategies...students will learn how to create a good first impression and choose the approach strategy that best fits the selling situation.

10-104-101 Selling Principles...selling as a career; success factors in selling; personality development; product knowledge; and the sales process involving preparation, approach, presentation-demonstration, handling objections, and closing the sale successfully.

For more information, please contact: The Business & Information Technology Department,(920) 498-5435 or (800) 422-NWTC, extension 5435,or contact Enrollment Services at 888-385-NWTC.