Graduate Certificates provide students with the opportunity to deepen their skills in a particular subject. They may be completed at any time while taking Master of Business Administration courses provided the prerequisites are met, or may be completed as a stand-alone certificate.
The credit for a single course cannot be applied to more than one degree or certificate; a course substitution must be approved by the Department Chair.
Prerequisite: MKTG610 Marketing Strategies (3 cr) and BUSN688 Quantitative Business Analysis (3 cr) are required prerequisites that must be completed prior to taking the following courses in the Graduate Certificate in Sales Leadership.
This course will equip students to apply best practices to the selection and ongoing management of sales talent. Students will understand how to incorporate the performance management processes to the sales profession and learn coaching practices for sales professionals to promote increased sales team effectiveness. Necessary leadership competencies specifically identified for the sales environment will also be discussed.
Prerequisite(s): BUSN688 and MKTG610
This course prepares students to use data acquired from market intelligence and industry-specific information to make effective sales leadership and customer decisions. The course also allows students to better understand the pathway for strategy development and planning. Students will be able to classify prospects within industry codes to improve sales performance. Finally, the course address approaches to customer segmentation within industries.
Prerequisite(s): BUSN688 and MKTG610
This course builds student competence in market intelligence and data analytics through their application to account and territory management of specific companies within specific industries. In so doing, the course provides the student with the ability to make strategic business and customer decisions with the goals of qualifying prospects and improving sales performance. This course will also expose students to CRM's and other technology-based tools to enhance their effectiveness as sales professionals.
Prerequisite(s): MKTG697
This course creates the framework for understanding sales leadership through the lens of international business. It is designed to build student understanding of the different cultural components within international or global businesses and how they impact the buying journey and persona of clients. International due diligence components are focused upon for the sales leader, including market analysis, distribution channels, supply chain, acquisitions and joint ventures.
Prerequisite(s): BUSN688