2017-2018 Academic Catalog

Business - Professional Sales, Certificate

Overview

For those with an ability to sell, the field offers strong employment opportunities. Success requires hard work, persistence, and an understanding of fundamental skills. The successful graduate can find employment in a wide variety of markets, such as retail, real estate, commercial, and business-to-business. Sales professionals can advance in their organizations, switch to related positions such as marketing, or become independent business owners. Students interested in marketing or entrepreneurship may wish to add a Professional Sales Certificate to their two-year program.

Career preparation includes training in three critical areas:

  • Understanding the sales process, including knowing how to qualify leads.
  • Establishing a work ethic that leads to a successful sales career.
  • Building and maintaining the relationship between customers and salespeople.

This is an excellent quick entry into the job market with strong earning potential. In business, nothing happens until a sale is made. The sales force is the direct link between the customer and the company. Our program targets individuals who show aptitude in the selling and leadership process

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Career Opportunities

The Professional Sales emphasis prepares the student to enter the workforce with established sales skills and understanding of the relationship selling process. Graduates of the program are equipped to excel in the professional sales environment. This degree gives students the chance to immediately begin building their career. It also offers a viable way to pay for continued schooling.

Learning Outcomes

Upon completion of the program, successful graduates will be able to

  • Confirm personal testimony in the restored gospel of Jesus Christ.
  • Collaborate with others using interpersonal skills in an honest, ethical, and Christ-like manner.
  • Communicate effectively using written and verbal presentation principles.
  • Construct new knowledge using technology and information resource tools.
  • Comprehend and think critically to solve problems.
  • Cultivate a strong, professional work ethic and lifelong learning opportunities.
  • Demonstrate various methods of selling skills to contribute to the bottom-line success of all types of organizations and markets focusing on customer value and sales dialogue.
  • Prioritize and qualify customers effectively by collecting, analyzing, and using various types of assessment procedures.
  • Present effective solutions to customers’ needs using critical, creative, and practical sales skills individually and collectively as a team.
  • Illustrate principled negotiating skills to develop positive solutions to conflicts in a selling environment.
  • Recognize and identify sales professionalism as a key driver in the continued evolution of personal and business to business selling.
  • Describe characteristics of sales careers, types of selling jobs, and the key qualifications needed for a successful sales career.
  • Identify and examine the steps of the selling process.
  • Recognize the role of ethics in business sales and decision making.
  • Identify and demonstrate alternative ways of communicating with prospects and customers through canned presentations, written sales proposals, and organized sales dialogues and presentations.
  • Build mutually satisfying relationships between buyers and sellers, by increasing the level of customer value and enhancing mutual opportunities for the customers.
  • Construct effective sales strategies while identifying business and customer needs, wants, and behaviors. Develop selling skills and demonstrate proficiency in developing and delivering effective sales presentations.
  • Identify customers’ objections and articulate the recommended approaches for responding to buyer’s objections.
  • Capture and hold the buyer’s attention, boost the buyer’s understanding, increase the credibility of the claims, and build the buyer’s retention of information.
  • Utilize technology to enhance follow-up and buyer-seller relationships by assessing customer satisfaction.
  • Identify and demonstrate interpersonal relationship skills with the buyer including: listening to open-ended questions, having crucial conversations, resolving complaints and gaining agreement to solutions.
  • Articulate career preparation confidently using resumes, portfolios (if applicable) and interviews

Course Requirements

Students are responsible to examine the course description of each course listed below for details of prerequisites, which must be satisfied before registering for the course.

Religion Courses

REL Two cornerstone religion courses (4 credit hours)

REL 200The Eternal Family

2 credits

REL 225Foundations of the Restoration

2 credits

REL 250Jesus Christ & Everlast Gospel

2 credits

REL 275Teach & Doct of Book of Mormon

2 credits

Total Credit Hours:4

College-wide Courses

COM 122Interpersonal Communications

3 credits

ENG 101Intro. to College Writing

3 credits

ENG 220Professional Bus Comm

3 credits

FIN 101Personal Finance

3 credits

Total Credit Hours:12

Program Core Courses

BUS 101Survey of Business

3 credits

SELL 120Introduction to Sales

3 credits

SELL 175Intermediate Sales

3 credits

SELL 275Advanced Sales

3 credits

SELL 299Sales Internship

2 credits

SMM 105Intro to Social Media Mktg

3 credits

Total Credit Hours:17

Total Credit Hours: 33

Recommended Sequence of Courses

Depending upon the number of preparatory courses a student must take, an additional semester may be required to complete the program.

First Semester

BUS 101Survey of Business

3 credits

COM 122Interpersonal Communications

3 credits

ENG 101Intro. to College Writing

3 credits

SELL 120Introduction to Sales

3 credits

Religion Cornerstone Religion course

2 credits

Total Credit Hours:14

Second Semester

ENG 220Professional Bus Comm

3 credits

FIN 101Personal Finance

3 credits

SELL 175Intermediate Sales

3 credits

SMM 105Intro to Social Media Mktg

3 credits

Religion Cornerstone Religion course

2 credits

Total Credit Hours:14

Third Semester

SELL 275Advanced Sales

3 credits

SELL 299Sales Internship

2 credits

Total Credit Hours:5

Graduation Requirements

  1. Minimum of 33 total semester credit hours as outlined
  2. Grade of C or better in all core courses, except SELL 120, SELL 175, and SELL 275 which require a B.
  3. Cumulative grade-point average of 2.0 or higher
  4. Complete 2 cornerstone religion courses