Concentration Description
Often cited as a “recession proof” skill set, sales management is vital to any business venture as well as not for profit endeavor. The strategic sales management concentration prepares students for careers in professional sales, sales management, and brand management. Under this degree path, students will understand how to design and oversee successful sales strategies while maintaining strong customer relationships in a variety of settings. Students will receive a strong foundation in the design and execution of professional sales strategies. Emphasis will be placed on personal selling and maintaining strong customer relationships.
Many of our graduating students already pursue careers in sales as a result of ample opportunity for entry-level sales positions. In addition, this concentration also provides valuable skill sets for any entrepreneur and manager.
Students pursuing this concentration will also have the opportunity to earn the Action Selling Sales Skills Certificate, an industry recognized professional certification. In addition, students who have at least 3 years of professional experience in sales will also be eligible to pursue professional certification as a Certified Sales Executive CSE®)*.
Learning Objectives
Students who complete the Strategic Sales Management Concentration should be able to:
- Develop, implement, and analyze a strategic sales plan, including components of market research, consumer behavior, and hiring and motivating the sales force;
- Apply the tools and skills necessary to build long-term relationships that result in successful sales outside a fixed retail location;
- Successfully leverage technology to their advantage and negotiate a sale in this constantly shifting environment;
- Examine the effect of technology and digital environments on buyer behavior, and leverage technology to negotiate sales in a constantly shifting environment.
Careers
Sales and sales management professionals are in high demand, and long-term job growth prospects are strong. In addition to building a career in sales, the ability to communicate effectively, leverage evolving technology, and build strong relationships among customers and stakeholders are critical elements in almost any successful career. The art and science of selling is a highly marketable and transferable skill set - and a big competitive advantage for an individual’s career in a wide array of fields and disciplines.
According to the Bureau of Labor Statistics, employment of sales and related occupations in the United States is projected to grow 5 percent from 2014 to 2024, about as fast as the average for all occupations, which will result in about 778,000 new jobs. Careers in this field also provide opportunities for personal and professional growth, and for upward mobility within the organization.
