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Academic Year: 2019-2020

Professional Sales Technical Diploma Technical DiplomaProgram Code 311048

Professional salespeople understand that approach strategies, determining needs, presenting solutions, negotiating concerns and closing the sale are all essential steps of the selling process. Additionally, adhering to the highest of ethical standards is an essential part of becoming a sales professional. Graduates with this technical diploma can work in the areas of business to business, business to consumer, or business to government sales. Grads can work as field sales representatives, sales support, and inside or outside sales people. Additionally, entrepreneurs who understand how to sell have a distinct advantage within their industry. All credits from this technical diploma may be applied to the Marketing-Professional Sales Emphasis associate degree.

Locations

Offered at the Green Bay campus. For information: (920) 498-5444. Toll-free: (888) 385-6982.

This program is fully eligible for financial aid.

Follow Your Path

Some credits from this technical diploma apply toward the following associate degree(s):
. Marketing, 101043
All credits from the following certificate(s) apply toward this technical diploma:
. Professional Sales, 9010412

Requirements for Program Entry

• Completed application.
• High school transcript or equivalent. For a list of equivalents, go to www.nwtc.edu/gettingstarted.
• Ability to use computer keyboard.
• Students should have mastered basic math skills (whole numbers, fractions, decimals, percents, measurements).
• To be admitted to this program, learners must achieve a prior cumulative high school or college grade point average of 2.6 or higher OR a satisfactory academic skills assessment score. College grade point average must be based on 15 credits or more. To learn more about starting this program, please contact an academic advisor at (920) 498-5444 or (888) 385-6982.

Curriculum
Students following the study plan below will complete the Professional Sales technical diploma in the number of semesters shown.
FIRST SEMESTER
10-890-101 COLLEGE 101 ...Students will utilize digital tools and resources to assess, explore, practice, apply, and evaluate both employability and learning skills. By establishing NWTC cultural values as hallmarks of success in academic, career, and personal settings the course encourages reflective, personalized development of a growth mindset and emphasizes the importance of making wise choices. To maximize the return on investment, students should take this course in their first semester as it identifies key expectations (hidden rules) of higher learning and professional employment.
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.
10-104-110 MARKETING PRINCIPLES ...marketing management, market segmentation, market research, consumer behavior, product decisions and management of distribution, pricing, promotional decisions for strategy planning.
10-804-134 MATHEMATICAL REASONING ...This course provides an alternative pathway to earning credit for a college level liberal arts mathematics course. All college students, regardless of their college major, need to be able to make reasonable decisions about fiscal, environmental, and health issues that require quantitative reasoning skills. An activity based approach is used to explore numerical relationships, graphs, proportional relationships, algebraic reasoning, and problem solving using linear, exponential and other mathematical models. Students will develop conceptual and procedural tools that support the use of key mathematical concepts in a variety of contexts. This course is not designed for Science, Technology, Engineering, or Math (STEM) students and/or others who require calculus. (Prerequisite: A placement value of 2400; OR Accuplacer Arithmetic score greater/equal to 65 AND Reading score greater/equal to 50; OR ACT Math score greater/equal to 15 AND ACT Reading score greater/equal to 15; OR prep courses-contact an academic advisor 920-498-5444)
10-104-182 PERSONAL BRAND-DEVELOPMENT ...learn how personal branding allows you to differentiate yourself from the competition through appearance, personality, and marketing competency. (Corequisite: 10-890-101, College 101)
10-104-191 CUSTOMER SERVICE ...examine customer service culture, develop communication and listening skills, explore diversity in the workplace, develop skills for handling challenging customers, and explore the impact of technology on customer service and engagement.
SEMESTER TOTAL
15
SECOND SEMESTER
10-104-124 MARKETING PRESENTATIONS ...learn how to create and deliver presentations that meet established objectives; and utilize current technology to enhance communications.
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.
10-104-156 PROFESSIONAL SALES: STRATEGY AND PREPARATION ...prepare to sell with deep knowledge of the product, industry and competition.
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.
10-104-161 PROFESSIONAL SALES: CUSTOMER NEEDS ASSESSMENT ...assess customer needs with effective listening techniques and asking the right questions.
10-104-163 PROFESSIONAL SALES: CREATE PRODUCT SOLUTIONS ...develop solutions that meet customer needs and deliver in a smooth and engaging presentation.
10-104-168 PROFESSIONAL SALES: NEGOTIATING CUSTOMER RESISTANCE ...create a win-win with strategies to uncover customer resistance and apply techniques to overcome objections.
10-104-167 PROFESSIONAL SALES: CLOSING TECHNIQUES ...identify, select and apply techniques to effectively close sales
10-104-169 PROFESSIONAL SALES: BUILDING LONG-TERM PARTNERSHIPS ...utilize post-sale service efforts and communication skills to build long-lasting customer relationships.
10-104-189 SALES MANAGEMENT ...sales-force organization, staffing, and operations; recruiting and processing applicants; training programs; motivating; compensation; forecasting and budgeting; territories and routing; quotas; evaluating performance; and decision-making through case study analysis. (Prerequisite: 10-801-136, English Composition 1)
SEMESTER TOTAL
13
TOTAL CREDITS
28
Curriculum Note
. The credit for 10-890-101, College 101 is an Institutional Requirement for graduation. Consequently, it is not part of the program requirements, but must be passed with a C or better.

Course Descriptions