The Edward H. Schmidt School of Professional Sales

Edward H. Schmidt School of Professional Sales (ESSPS)

Additional Resources

  • Brochure - coming soon

Contact Us

Dean's Office
5017 Stranahan Hall
419.530.2558
419.530.7744 (Fax)
CoBusiness@UToledo.edu

Student Services
3130 Savage & Associates Business Complex
419.530.2087
419.530.5353 (Fax)
COBIAdvising@UToledo.edu

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: 7/13/15