Rutgers School of Business

Certificate in Professional Sales I
We've modified and enhanced this curriculum - contact us for details!
For individuals who want to learn how to establish themselves in the field of sales and for those with on-the-job sales experience who can benefit from structured, formalized training in the fundamentals of selling. This program then takes you beyond the fundamentals, to the sales- and related skills necessary to be a successful, professional business-to-business sales person. You can master more advanced topics with Certificate in Professional Sales II, listed separately. Take 20 required topics and choose 5 electives that best match your training or career needs. Includes support of a Rutgers Advisor/Instructor.
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Course Module # Title
 

Core Courses

44501 Sales Skills - The Fundamentals
44502 Sales Skills - Prospecting and Addressing Needs
44503 Sales Skills - Overcoming Obstacles
44504 Sales Skills - Gaining Customer Commitment
44505 Sales Skills - Developing a Winning Strategy
44506 Sales Skills - Effectively Closing a Sale
44516 Sales Presentations - Preparing for Sales Presentations
44517 Sales Presentations - Developing High Quality Sales Presentations
44518 Sales Presentations - Delivering the Sales Presentation
44561 Territory Management - Creating a Territory Management Plan
44562 Territory Management - Implementing Your Territory Management Plan
44563 Territory Management - Managing Success
44565 Relationship Management - Preparing the Client Relationship
44566 Relationship Management - Building the Client Relationship
44567 Relationship Management - Maintaining the Client Relationship
45107 Business Writing - The Fundamentals
46031 Goal Setting - Reaching Individual Goals
43021 Time Management - Developing a Plan
43022 Time Management - Planning Your Day
46610 Business Code of Conduct - Ethical Responsibility
   
 

Electives - Add 5 Electives, for a total of 25, in collaboration with your Advisor
46611 Business Code of Conduct - Bribery and Kickbacks *
46615 Business Code of Conduct - Confidentiality and Company Assets *
46616 Business Code of Conduct - Conflicts of Interest *
46612 Business Code of Conduct - Insider Trading *
46614 Business Code of Conduct - Sarbanes Oxley Act *
44513 Professional Selling Over the Phone - Closing a Sale
44511 Professional Selling Over the Phone - Preparation and Strategies
44512 Professional Selling Over the Phone - Prospecting
42104 Team Participation - Teamwork Fundamentals
43023 Time Management - Overcoming Challenges
44031 Customer Relationship Management - Fundamentals of CRM
44545 Sales Negotiations - Fundamentals of Negotiation
44548 Sales Forecasting - Forecasting for Success
44549 Sales Forecasting - Forecasting Your Own Accounts
44531 Strategic Sales - Gaining Access to the Executive
  * (counts as 1/2 course)
   
Approximate duration: 100 hours, including required interaction with your Advisor/Instructor and assignments
Tuition: $1949. You may save significantly if registering for more than 1 Certificate.
Course content, availability and tuition subject to change at any time.
Register Now for Certificate in Professional Sales I  
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