The Edward H. Schmidt School of Professional Sales

Professional Sales Certificate Program

Overview

The ESSPS Professional Sales Certificate Program is designed to provide sales representatives and other team members who have a business development responsibility with the background and tools to grow revenues by identifying, understanding, presenting, and securing business in a consultative and collaborative manner. Skills will be strengthened using a combination of lectures, hands-on exercises, and/or role playing.

Ideal candidates for the Professional Sales Certificate Program include:

  • Current sales professionals with 5 years or less experience
  • New sales professionals
  • Entrepreneurs
  • Career changers with a 4 year college degree
  • Career changers with only a high school or associates degree but a minimum of 5 years business-to-business experience
  • Organizations looking to adjust their approach/process to be more consultative/collaborative (and/or structured)
  • Organizations looking to refresh their sales team

Structure

  • Overall duration of the self-paced certificate is approximately 34 hours and must be completed within 4 months.
  • Working professionals and organizations can also elect to do individual modules to better suit their needs (skill level),time constraints,and budget. Individual modules must be completed within 30 days.
  • Cohorts will run every February – May and July – October
  • Month 1 – release SFA Primer, Relationships, Buying Influences, Social Styles
  • Month 2 – release Prioritization and Preparation
  • Check in on the 3rd week of Month 2 to ensure that participants are on track
  • Month 3 - release Communication and Listening, Information Gathering and Presenting Solutions
  • Month 4 – release Handling Objections, and Closing
  • Month 4 – completion day at end of month on campus for review and final role play(s)

Interaction and Completion

  • Training presentations are available as secure, 24*7 on-demand web casts. Reporting capabilities built in the web casting and knowledge management platform will be used to determine if participants accessed content sufficiently.
  • Worksheets and exercises will be emailed. Participants will complete and email the worksheets and exercises back to the ESSPS for review and feedback.
  • Role plays required to complete an individual module will be conducted on campus or via web cam. Role plays will be recorded and available for review by the participant and/or their organization.
  • Certificate conclusion is identified as:
    • Certified with Distinction
      • Must actively participate in the Certificate Completion Day on campus or via live web cast.  Online learners will role play via web cam.
      • Consistently demonstrates exceptional skill and professionalism
    • Certified
      • Must actively participate in the Certificate Completion Day on campus or via live web cast.  Online learners will role play via web cam.
    • Incomplete
    • The certificate is a non-credit bearing program. Continuing Education Units (CEU) will be available by coordinating with the ECGC – more details to come
  • Participants get one do-over on one module while working on the certificate. Doing poorly on a second module after one do-over has already been used will result in an Incomplete and an end in the certificate

Role Play Scenario

  • Buyer currently has a home grown (ie: internally developed) SFA system that is outdated and not meeting all of their needs. The buyer is somewhat reluctant to upgrade and/or outsource.
  • Participants can sell whatever SFA platform they choose – ACT, Goldmine, saleforce.com, etc.

Modules

  • Sales Force Automation (SFA) Primer – Approximately 2 hours
  • Relationships – Approximately 2 hours
  • Buying Influences– Approximately 2 hours
  • Social Styles – Approximately 2 hours
  • Prioritization – Approximately 3 hours
  • Preparation – Approximately 3 hours
  • Communication and Listening – Approximately 2 hours
  • Information Gathering (Getting Information) – Approximately 3 hours
  • Presenting Solutions (Giving Information) – Approximately 4 hours
  • Handling Objections – Approximately 2 hours
  • Closing (Getting Commitment) – Approximately 1 hour
  • See Professional Sales Training Program for additional details or contact us at 419-530-6133 or edwardschmidtschool@utoledo.edu to request an outline
  • Module Previews

Investment

$1,800/person for the certificate
Paid in advance using check or credit card (Visa, Mastercard, Discover)
Save $800 compared to a la carte
ESSPS Corporate Partners have an annual allowance that varies by partner level
Discounts available for UT alumni, non-profits, and groups

Modules also available a la carte:

  1. SFA Primer –$200
  2. Relationships –$200
  3. Buying Influences –$200
  4. Social Styles – $200
  5. Prioritization –$300
  6. Preparation –$300
  7. Communication and Listening –$200
  8. Information Gathering –$300
  9. Presenting Solutions –$400
  10. Handling Objections –$200
  11. Closing –$100

Application

Download the application
Phone: 419-530-6133
Email: edwardschmidtschool@utoledo.edu

Application Deadline - January 25 for the February Cohort and June 25 for the July Cohort

Applications are only needed for the certificate and are not needed for the a la carte modules.


Compare to the Post Baccalaureate Consultative Sales Certificate

 

Last Updated: 6/9/16