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Executive Education

Professional Development Certificate:
Sales Professional

Chuck West, the Sales Program Director at the University of Wisconsin-Madison Executive Education, has over 30 years of professional sales and sales management experience. During this time, he has mentored thousands and knows what skills are necessary to succeed as a sales professional. Based on this expertise, Chuck has carefully designed the sales professional certification curriculum to comprehensively transfer this skill set, so you, too, can become a top performer.

It is highly recommended to take the High Performance Sales course first. The background, processes and skills learned in that course set the tone and groundwork for the other sales courses. This course is required if you have not updated your foundational sales skills in the past five years (the sales climate, cycles and processes have changed recently.)

Certification Learning Objectives:

Top producers have some common traits that make them successful. By completing the Sales Professional Development Certificate you will acquire many of the skills, attitudes and knowledge that top producers posses that enables them to succeed and exceed their goals.

Here is a sample of what you will learn (dependent on course choices):

  1. Develop sales call plans that increase your probability of success, create instant customer interest and “move the needle” on every call
  2. Gain a deeper understanding of your customer’s key goals and priorities through advanced probing and listening techniques
  3. Sell the payoff of your recommendations, not product features
  4. Target only those accounts that are in your economic “sweet-spot”
  5. Write powerful sales strategies that turn key decision makers into advocates
  6. Call on executives effectively
  7. Negotiate sales that generate targeted gross margin

Enrollment Process:

Please note that enrolling in the certificate program does not oblige you to start or complete the entire program. It is not necessary to solidify your course choices nor class enrollment dates at the time of certificate application (they can be modified later.)

  1. Complete the Professional Development Certificate: Sales Professional application online or fax the completed pdf application to Barb Wolfe 608-441-7325, or e-mail the completed pdf application to bwolfe@exed.wisc.edu.
  2. Contact Chuck West at 608 441-7320 or cwest@exed.wisc.edu with course selection questions.
  3. Register for your first chosen course (or all courses) in the series.
  4. Reserve lodging (during reservation process or later) at the Fluno Executive Education Center: reservations call 608-441-7117 or visit http://exed.wisc.edu/fluno.

Fees:

There are no additional fees to enroll and earn a Professional Development Certificate. Simply register for the four courses that best fit your career goals.