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
$2,300/person for the certificate
Paid in advance using check or credit card (Visa, Mastercard, Discover)
Modules also available a la carte:
- SFA Primer –$250
- Relationships –$250
- Buying Influences –$250
- Social Styles – $250
- Prioritization –$380
- Preparation –$380
- Communication and Listening –$250
- Information Gathering –$380
- Presenting Solutions –$510
- Handling Objections –$250
- Closing –$130
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