Business Administration, Strategic Sales Management Concentration, MBA

The MBA’s Strategic Sales Management Concentration is designed for students seeking a career in professional sales and sales management.  Under this degree path students will be prepared to design and oversee successful sales strategies while maintaining strong customer relationships in a variety of settings.   This degree path is designed for students seeking careers in either product, service, or brand management. 

Outcomes of the Strategic Sales Management Concentration:

• Demonstrate an understanding of the sales process as it relates to the way customers make buying decisions, especially in business-to-business transactions.
• Explain the knowledge, skills and abilities (KSAs) that are most commonly sought after when hiring salespeople and be able to classify these KSAs as stable (i.e., best accounted for at hiring) or malleable (i.e., capable of being developed over time).
• Apply an adaptive leadership approach that emphasizes personalized, one‐to‐one employee development.
• Demonstrate an understanding of the key technologies used in today’s sales organizations to manage both salesperson activities and customer outcomes.
• Explain how the key concepts of sales force operations management fit together to impact overall firm performance.
• Apply the key concepts of sales force operations management to analyze and improve sales force operations in his or her current organization.