College of Business and Innovation

executive mASTER OF SALES LEADERSHIP

/business/

Support Services

Contact Us

Graduate Programs Office
Stranahan Hall Suite 1016
419.530.5680 (Phone)
419.530.8498 (Fax)
COBIGradPrograms@Utoledo.edu
Office Hours:
M-F: 8:30AM-5PM

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

Prospective EMSL Students

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 and submit the $45 non-refundable application fee at https://apply.utoledo.edu.  Include the following documents:

  • Professional Resume
  • EMSL Program Application
  • 2 Letters of recommendation (MS Word) or (PDF) from two individuals familiar with your managerial experience *
  • Employer Nomination and Optional Employer Sponsorship Form (MS Word) or (PDF) *

*Each document should be completed by a different individual.  You may choose to submit these documents via:
      a. The online application in the section titled "Misc./Letters of Recommendation,"
      b. Email to COBIGradPrograms@utoledo.edu, or
      c. U.S. postal mail addressed to: EMSL Program, The University of Toledo, 2801 West Bancroft St.,
           Mail Stop 103, Toledo, Ohio 43606

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.

Step 5: The Admissions Committee will seek to ascertain the candidate’s leadership potential. Consideration will be given to the following:

  • Completion of a bachelors degree.
  • Completion of the GMAT or other suitable admissions test, if required. An assessment of the individual's work experience.
  • Evidence of the motivation, commitment and support necessary to complete a demanding program.
  • Personal interview.

Applications are currently being considered on a space-available basis. Applicants are thus encouraged to submit applications as early as possible. Tuition for the entire EMSL program (tuition, fees, meals on class weekends, books and materials, etc.) is $49,500. *$500 early admission grant for those who submit application material in advance. Financial aid is available to individuals who qualify.

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

Designed to address the professional development needs of sales leaders and senior sales professionals seeking advancement and improved sales organizational results. Whether you are an entrepreneur or an employee, The University of Toledo EMSL program 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

Program Summary:

The University of Toledo EMSL program provides a distinctive approach and a comprehensive, transformational learning experience to accelerate your sales leadership career growth -

  • A combination of online learning experiences combined with end of semester weekend capstone residencies provides a comprehensive and flexible approach.
  • Leading edge technology provides easy online access to course materials and interaction with peers.
  • End of semester weekend residencies enables you to build meaningful and enduring relationships with faculty, coaches and peers.
  • Lock-step, 15 month, cohort based, 30 CR hours
  • Blended learning (synchronous/asynchronous online + weekend residencies)
Course Descriptions:Core Courses (built around key competencies) with 3 intensive weekend capstone residencies – 12 months

 

  • 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 focusses 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 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.

  • Guided Independent Study – 3 months
  • Organization specific projects can also be incorporated via the program's Integrated Capstone Learning Experiences or Guided Independent Study, making it more accessible for organization teams to design and deploy their sales specific initiatives.
Distinct Advantages
  • Meaningful Relevance – Coursework exclusively focused on sales leadership and contextual business elements
  • Differentiate Yourself – a graduate degree has become the norm for those seeking promotion
  • Rapid Advancement – Earn your Master’s degree in as little as 15 months
  • Return on Investment – Parlay leadership skills into increased sales results
  • Preserve Work-Life Balance Integration – Online curriculum for maximum flexibility
  • Build your Professional Network – Participate as a cohort; Gain exposure to National Consortium of Expert University Professors and Industry Experts

 

Corporate Sponsorship

Company support in the form of “tuition reimbursement” or “tuition sharing” may be available to participants in the EMSL program. Even if there is no educational reimbursement, companies often review requests for educational support on a case-by-case basis, so it is important to articulate to your management how the degree will mutually benefit you and, more importantly, the company.

Federal and/or Private Loans

The University of Toledo’s Student Financial Aid Office awarded more than $278 million in financial aid to more than 18,000 students in 2010-2011. Our financial aid staff is dedicated to your success and will help you explore all possible financial aid. Participants in The University of Toledo’s EMSL program may be eligible for federal and/or private loans. Private loans are available for both U.S. and non-U.S. citizens with proper visa status. You may want to consider borrowing from Federal Direct Loans, which typically offers lower repayment costs, Federal Grad PLUS, or even private lenders. These financial sources can be discussed once you have been officially to the program.

For more details about the Free Application for Federal Student Aid (FAFSA), visit:

http://www.utoledo.edu/financialaid/fafsa/

http://federalstudentaid.ed.gov/

University of Toledo’s Financial Aid Office can assist you in obtaining student loans. The website http://www.utoledo.edu/financialaid/ 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
sherri.jiannuzzi@utoledo.edu

Lisa Hasselshwert
University of Toledo
Director, Rocket Solutions Central
Phone: (419) 530-5818
lisa.hasselshwert@utoledo.edu

U.S. Military Veterans

Whether you are a new or returning student at The University of Toledo and have past or current military service, you may qualify for educational benefits through the Veteran’s Administration. Check the VA website at www.gibill.va.gov or discuss benefits with the VA Certifying Official, Cheryl Karnikowski, at The Military Service Center by calling (419) 530-1392.  Detailed information about benefit processing is also available at http://ww.utoledo.edu/uc/military.

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.  The discounted fee would reflect an increased amount with each additional participant admitted to the program.  Teams of two and up from an organization will also be able to participate in an action-learning group project that reflects a specific initiative outlined from leadership at their sponsoring organization.  This designated project utilizes EMSL knowledge and information in their teams and the successful completion of the project has an immediate ROI back to the sponsoring organization.

For more information, contact:

Carrie Herr
University of Toledo
Director, Executive Center for Global Competitiveness
(419) 530-2037

All Inclusive Program Fees

The total fee for the EMSL Program is $50,000.  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

Payment Schedule

Fees are payable over the course of the program as follows:

Seat deposit and Orientation Fee $1,000.00. Due upon acceptance *

* Fee is refundable, if written notice is received on or before July 1, 2019.  If you are accepted but cannot join the next cohort session (begin date), you may defer your admission and the $1,000 will be applied to the next cohort session.

Fees are due one month before the beginning of each cohort semester.  For example:

  • Fall Semester: ¼ due
  • Spring Semester: ¼ due
  • Summer Semester: ¼ due
  • Fall Semester: ¼ due
Click here to view the tentative program schedule for 2020-2021
  1. Do I need to have a business degree to be eligible for the program?
  2. Is work experience required?
  3. Is the GMAT required?
  4. Can I specialize in a certain area?
  5. Is there an international component to the program?
  6. Are there any other unique features of the program?
  7. Where do classes meet?
  8. How much does the program cost?
  9. Do I have to pay out-of-state tuition if I live in Michigan?
  10. What’s the difference between the Executive MBA and the full-time MBA?
  11. What does a typical EMSL calendar look like for the length of the program?
  12. How many students are usually admitted to the program?
  13. How much time should I be prepared to spend on studies (outside of class time)?
  14. Is financial aid available?
  15. What are the admission requirements?
  16. After I’m admitted, can I defer to a future term?

Do I need to have a business degree to be eligible for the program?

Your bachelor’s degree does not need to be related to business. Students’ undergraduate and graduate backgrounds range from business administration, arts, engineering, social sciences, medicine and law.

Is work experience required?

A minimum of three to five years of experience in business with significant management responsibilities.

Is the GMAT required?

The GMAT may be waived for eligible applicants who have sufficient employment experience with managerial responsibilities deemed acceptable by the Admissions Committee. We will accept the LSAT, MCAT or GRE in lieu of the GMAT under specific circumstance and it is determined on a case by case basis.

Can I specialize in a certain area?

The EMSL curriculum is designed to enhance the ability of professionals and executives to effectively lead change and growth in today’s ultra-competitive environment. Participants in the program take 16 dynamic courses built around three major integrative themes:

  • Entrepreneurship/Intrapreneurship and the Integration of Business Functions
  • Global Technology Management
  • Leadership Development

Is there an international component to the program?

An international perspective on business is emphasized throughout the program. Participants take part in an international trip in the final class term as part of the Global Study Field Trip. During the seven to ten day trip, participants meet with business, finance and government leaders to achieve a greater understanding of global business. Previous groups have visited Germany, Scotland, Poland, England, and China (Hangzhou, Shanghai and Beijing).

Are there any other unique features of the program?

  • Unique Focus on Innovation & Growth – The program develops the executive’s entrepreneurial skills in generating ideas with impact. Functional skills to plan and implement new ventures are also strengthened.
  • International Perspective – An international perspective on business is emphasized throughout the program. Participants take part in an international trip near the end of the end of the program as part of the Global Study Field Trip.
  • Personalized, Hands-on Learning – All courses were specifically developed for this program and classes are taught by experienced senior faculty.
  • Strong Peer & Faculty Relationships – By taking all courses together in the same sequence and sharing the same educational experiences, participants enjoy in-depth learning, teamwork techniques, and lasting friendships.
  • Limited Class Size & Strong Customer Service – Class size is limited to 25 students. The EMBA Program provides the highest level of customer service in a warm and caring environment.
  • Executive Coaching - every EMBA student will receive executive coaching to help them take their skills and development to the next level.

Where do classes meet?

EMBA students meet at Stranahan Hall-South on the UT Main Campus.

How much does the program cost?

The $42,500 comprehensive fee for the Executive MBA format includes prerequisite review sessions, orientation, tuition, general fees and other miscellaneous fees, books and course materials, meals and refreshments on class days, parking, and transportation and accommodations for the international study trip.

Do I have to pay out-of-state tuition if I live in Michigan?

There are no out-of-state fees associated with the Executive MBA format. The program costs are the same for every student regardless of state residency.

How many students are usually admitted to the program?

Typically 15-20 students.

How much time should I be prepared to spend on studies (outside of class time)?

This varies, but we hear from our students that they dedicate anywhere from 20-25 hours per week outside of class time on studies/preparation.

Is financial aid available?

Yes. The University of Toledo’s Student Financial Aid Office awards more than $250 million in financial aid to more than 20,000 students per year. Our financial aid staff is dedicated to your success and will help you explore all possible financial aid. Participants in The University of Toledo’s EMBA program may be eligible for federal and/or private loans. Private loans are available for both U.S. and non-U.S. citizens with proper visa status. You may want to consider borrowing from Federal Direct Loans, which typically offers lower repayment costs, Federal Grad PLUS, or even private lenders. These financial sources can be discussed once you have been officially to the program.

For more details about the Free Application for Federal Student Aid (FAFSA), visit:

http://www.utoledo.edu/financialaid/fafsa/

http://federalstudentaid.ed.gov/

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

What are the admission requirements?

A complete application includes the following:

  • Application
  • Resume
  • $45 application fee
  • Official transcript(s) from all higher education institutions attended
  • 1 employer nomination form
  • 2 letters of recommendation
  • Official GMAT score*

*GMAT score may be waived based upon academic and professional achievements.

What are the admission deadlines and application fees?

Applicants should complete and submit application materials and $45 application fee. Once accepted into the program, a $1,100 deposit towards your tuition is required and non-refundable.

What happens after I have submitted my application?

Once we receive a complete application and all supporting documentation, your application will be reviewed by members of the EMSL Admissions Committee.

After I’m admitted, can I defer to a future term?

Yes. Admitted students may defer to a future term.

Last Updated: 4/11/19