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Professional Sales Certificate

Program Code: 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. All credits from this certificate may be applied toward the Marketing-Professional Sales Emphasis associate degree or the Professional Sales technical diploma.

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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.

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

• 311048, Professional Sales Technical Diploma
• 101043, Marketing - Professional Sales Emphasis

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Curriculum
Catalog No. Description
Credits
10-104-101
Selling Principles
3
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. Course Typically Offered: Fall/Spring
10-104-154
Professional Sales: Evolution
1
10-104-154 PROFESSIONAL SALES: EVOLUTION OF CONSULTATIVE SELLING ... an overview of the consultative selling process with focus on delivering value to customers through problem-solving and long-term relationships. Course Typically Offered: Fall/Spring
10-104-156
Professional Sales: Strategy a
1
10-104-156 PROFESSIONAL SALES: STRATEGY AND PREPARATION ...prepare to sell with deep knowledge of the product, industry and competition. Course Typically Offered: Fall/Spring
10-104-158
Professional Sales: Approach S
1
10-104-158 PROFESSIONAL SALES: APPROACH STRATEGIES ...students will learn how to create a good first impression and choose the approach strategy that best fits the selling situation. (Prerequisite: 10-104-156, Professional Sales: Strategy & Prep) Course Typically Offered: Fall/Spring
10-104-161
Professional Sales: Customer N
1
10-104-161 PROFESSIONAL SALES: CUSTOMER NEEDS ASSESSMENT ...assess customer needs with effective listening techniques and asking the right questions. (Prerequisite: 10-104-158, Professional Sales: Approach Strategies) Course Typically Offered: Fall/Spring
10-104-163
Professional Sales: Create Pro
2
10-104-163 PROFESSIONAL SALES: CREATE PRODUCT SOLUTIONS ...develop solutions that meet customer needs and deliver in a smooth and engaging presentation. (Prerequisite: 10-104-161, Professional Sales: Customer Needs Assessment) Course Typically Offered: Fall/Spring
10-104-167
Professional Sales: Closing Te
1
10-104-167 PROFESSIONAL SALES: CLOSING TECHNIQUES ...identify, select and apply techniques to effectively close sales. (Prerequisite: 10-104-168, Professional Sales: Negotiating Customer Resistance) Course Typically Offered: Fall/Spring
10-104-168
Professional Sales: Negotiatin
1
10-104-168 PROFESSIONAL SALES: NEGOTIATING CUSTOMER RESISTANCE ...create a win-win with strategies to uncover customer resistance and apply techniques to overcome objections. (Prerequisite: 10-104-163, Professional Sales: Create Product Solutions) Course Typically Offered: Fall/Spring
10-104-169
Professional Sales: Building L
1
10-104-169 PROFESSIONAL SALES: BUILDING LONG-TERM PARTNERSHIPS ...utilize post-sale service efforts and communication skills to build long-lasting customer relationships. (Prerequisite: 10-104-167, Professional Sales: Closing Techniques) Course Typically Offered: Fall/Spring
10-104-191
Customer Service
3
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. Course Typically Offered: Summer/Fall/Spring
Certificate Total
15
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Note

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

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