Professional Sales, Undergraduate Certificate

In addition to University Requirements:

• Complete individual plan requirements.

Students may be able to use some courses to meet more than one requirement. Contact your advisor for details.

Minimum Units for Completion	17
Major GPA	2.0
Highest Mathematics Required	MAT 114

Purpose Statement

The Professional Sales Certificate is open to students in all programs across campus. Demand for students seeking entry-level sales positions is high and sales ranks among the most highly paid entry-level positions. Developing selling skills is important because new college graduates often find that early-career job offers involve taking on a selling role. As a result, graduates need exceptional professional selling skills to be successful in this initial career stage to allow them to transition into later career growth. The professional selling certificate prepares students to effectively use established sales processes, sales automation tools, and selling techniques. The certificate also prepares students to identify decision makers of prospective buying firms and engage in persuasive communication of the selling firm’s value proposition. The courses in the sales certificate are focused on selling skills and all have an experiential learning component in the form of sales role plays, sales management simulations, and the acquisition of industry-recognized technology badges and\or certificates.

Student Learning Outcomes

• Evaluate the role of personal selling in organizations, in economic systems, and appraise the career opportunities available in selling.
• Perform basic sales skills and techniques in planning and executing a sales strategy to build long-term customer relationships.
• Discuss the major customer service strategies that lead to long-term customer partnerships.
• Apply the basic strategies that relate to self-management including: time, territory, records, and personal management.  
• Illustrate the key elements of CRM strategies in sales, marketing and customer service contexts.
• Explain customer lifetime value (CLV) and describe the role of CRM on customer acquisition, retention, and development.
• Define the value of sales support technology in supporting the productivity of the individual sales professional, the sales organization, and the business enterprise.
• Use a CRM system to create a sales forecast and develop differential sales strategies based on customer data.
• Demonstrate how technology can be used to help prospect and qualify leads, develop sales presentations, and deliver remote presentations to buyers.
• Outline the basic framework of different sales organization types, as well as diverse staffing and sales training strategies. 
• Formulate guidelines for selecting, motivating, evaluating and compensating a sales force. 
• Relate the fundamental roles of sales planning including forecasting, budgeting and sales territory management to corporate success. 
• Demonstrate effective problem-solving skills when exposed to sales management issues.

Certificate Requirements

• Take the following 17 - 18 units with a minimum GPA of 2.0:

  • MKT 337, MKT 435. MKT 437 (9 units)
  • Select one from:
    • MKT 303, MKT 333. MKT 348
    • HA 365
  • Select one from (3 units)
    • CST 315, CST 321, CST 361
  • Select one from (2-3 units)
    • MKT 408, MKT 470, MKT 480
    • HA 400

• You must have completed all of the coursework used to fulfill these requirements within the last 10 years.

• This certificate may only be pursued and completed concurrently with a degree program. This certificate is not available as a stand-alone certificate.

Additional Information

• Be aware that some courses may have prerequisites that you must also successfully complete. For prerequisite information, click on the course or see your advisor.

• The FCB does not accept upper-division transfer credits from programs not accredited by the AACSB (such as the University of Phoenix or the Bachelor of Business Administration program at NAU).

  You must complete 50 percent, or 9 units, of certificate coursework that are not used in your major, minor, or other certificates, and you must complete at least 60 percent of certificate coursework at Northern Arizona University.

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