Graduate Programs Office

Prospective EMSL Students


BENEFITS & Distinct Advantages

  • Rapid Advancement – Earn your Master’s degree in as little as 15 months
  • Preserve Work-Life Balance Integration – Online curriculum for maximum flexibility
  • Differentiate Yourself – a graduate degree has become the norm for those seeking promotion
  • Return on Investment – Parlay leadership skills into increased sales results
  • Meaningful Relevance – Coursework exclusively focused on sales leadership and contextual business elements
  • Build your Professional Network – Participate as a cohort; Gain exposure to National Consortium of Expert University Professors and Industry Experts


Designed to address the professional development needs of sales leaders and senior sales professionals seeking advancement and improved sales organizational results. The University of Toledo EMSL curriculum will enable you to:
  • Acquire or hone skills needed to lead as a sales group or organization
  • Develop specific sales leadership competencies
  • Facilitate and executive strategies to drive superior sales performance and results
  • Think innovatively and work strategically
  • Apply learning to design and implement a sales leadership project to benefit you and your sales organization

Course Descriptions: 

EMSL 6000 – Sales Leadership
[4 hours]. Course focus will include establishing a vision for the sales organization and developing the individual style, characteristics and skills required to lead, manage and motivate direct reports. Students will learn to lead across the organization and up the management hierarchy to achieve sales management goals as well as decision making, problem solving, and critical thinking. Sample topics include: Leadership challenges &, change management; Effective communications; Problem solving strategies, Ethical responsibilities.

EMSL 6100 – Sales Planning and Enablement
[4 hours]. Course provides frameworks and tools to target and implement improvements in sales, business development, and strategic sales management processes.  Students will explore fundamental principles of sales operations, develop an analytic framework for identifying and evaluating alternative sales strategies, and explore various approaches to sales.  Sample topics include: Sales process development, Sales forecasting, Sales organization design strategies, Salesforce auditing; Sales enablement strategies.

EMSL 6200 – Sales Analytics
[4 hours]. Course provides tools to prepare sales leaders to effectively utilize and leverage employers’ and clients’ financial and operational data, data analytics and business intelligence to coach and develop a sales force. Students will learn to make more effective client proposals by focusing on decision making processes and to utilize ROI analysis and related metrics in the business development, strategic planning and proposal process. Sample topics include: Understanding financial data & basic managerial sales accounting; Budget preparation; Utilizing sales analytics; Pipeline analysis.

EMSL 6300 – Sales Force Automation and Technology
[4 hours]. Course focuses on the impact of the wide range of sales force automation technology, the increasingly pervasive influence of the internet, social media, and emerging information management technologies on sales management, policies and procedures. Students will learn to leverage sales technology and to manage prospects and clients throughout the sales cycles utilizing key technology based analytical sales metrics and reporting tools. Sample topics include: Leading in a digital world; Artificial intelligence; Social media selling; Salesforce automation; Mining sales data.

EMSL 6400 – Sales Talent Management
[4 hours]. Course focuses on the development of comprehensive and critical skills and processes required to design a sales organization and demonstrate the requisite skills to recruit, select, hire and train a sales force.  Course will also cover legal requirements and implications, affirmative action, discrimination issues and specific ethnic, minority, sex and age-related recruiting initiatives. Participants will practice and master evaluating resumes, assessing candidate qualifications, selecting best candidates from selection pool, negotiating salary and related terms of employment, and the placement, development, coaching, counseling and retention of employees. Sample topics include: Effective recruiting & retention strategies; Evaluating training effectiveness; Sales coaching and development strategies.

EMSL 6500 – Sales Motivation and Performance
[4 hours]. Course focuses on the development and understanding of salesperson motivation and its effects on individual and organizational sales performance.  Students will learn the psychological basis for motivation and will apply it within various sales organizational contexts.  Since salesperson motivation will vary based on the combined effects of individual, organizational, and environmental variables, each of these factors will be explored and tested in a simulated salesforce setting.  To fully understand evaluation of performance, students will explore and practice applying various sales performance evaluation measure and techniques and will integrate these into written performance evaluations.  Sample topics include: Psychology of motivation; Sales control and reward systems; Performance evaluation & improvement strategies.

EMSL 6701-6703 – Integrated Learning Capstone I-III
[2 hours each for a total of 6 hours]. Under the supervision and mentorship of EMSL faculty, students will work independently to plan, develop, and implement a consulting project that demonstrates their comprehensive learning experience from the EMSL program.  The outcomes of this project will enable the students to demonstrate a thorough conceptual and contextual understanding of the external environment or industry in which they compete, their company’s readiness to address the internal sales leadership challenges, and a focus on a key customer account or segment strategy.


 More information on the tentative program schedule for 2020-2021


Tuition for the entire EMSL program  is $49,500. 
(includes $500 early admission grant for those who submit application material 3 months in advance of the cohort start date.) 

This comprehensive fee includes the following:
  • Orientation
  • Program tuition
  • Program fees
  • All textbooks and course materials
  • Accommodations, Meals and refreshments on weekend residency days
  • Parking
  • Graduation application fee and regalia


  • Company Tuition Reimbursement
  • U.S. Military Veterans Detailed information is also available at
  • Corporate Scholarship
    Corporations interested in sending a small team to the EMSL from their organization would be eligible to take advantage of a substantial corporate discount rate on the EMSL fee.  Contact us for more information.
  • Federal and/or Private Loans
    For more details about the Free Application for Federal Student Aid (FAFSA), visit:   and

    University of Toledo’s Financial Aid Office can assist you in obtaining student loans. The website contains specific, current information about different loan programs and application procedures.

For more information, contact:
Sherri Jiannuzzi
University of Toledo
Assistant Director, Loans
Phone: (419) 530-5819

Lisa Hasselshwert
University of Toledo
Director, Rocket Solutions Central
Phone: (419) 530-5818


Thank you for your interest in The EMSL Program at The University of Toledo! Five steps are involved in applying to the EMSL Program:

Step 1: Complete and submit an online application. Include the following documents:

Step 2: Request transcripts from each educational institution, other than The University of Toledo, that you have attended. We will obtain all University of Toledo transcripts for you. All transcripts must be mailed by the institution to: College of Graduate Studies, The University of Toledo, 2801 West Bancroft St., Mail Stop 933, Toledo, OH 43606.

Step 3: Complete the Graduate Management Admissions Test (GMAT), or other suitable test which measures verbal, quantitative and writing skills, or sufficient employment experience with managerial responsibilities deemed acceptable by the Admissions Committee. We will consider waiving the GMAT for individuals with significant, relevant and progressive work experience.

Step 4: We will arrange for you to interview with members of Admissions Committee once all of your application materials are received.

Please contact us if you have any questions about the application process or about the Executive Master of Sales Leadership program.

Last Updated: 8/28/19