Sales and Sales Management
topicLongDescHigh Performance Sales
High Performance Sales is an updated version of consultative selling for today’s more complex sales environment. Key content includes; calling higher, identifying the clients’ goals, listening skills, presenting the payoff of your recommendation, telephone skills and territory management tools.
Strategic Sales
Strategic Sales introduces three new strategic sales models. Attendees select the model that best fits their sales environment and develop a real world sales strategy. Strengthen the implementation of your sales strategies by; using the five forces that create change, employing the six principles that build personal credibility and delivering emotionally engaging presentations.
Capstone Sales
Capstone Sales will make you invaluable to your most crucial clients. Key content includes; developing business acumen, managing major account teams and programs, calling on executives and negotiating contracts.
Effective Sales Management
Effective Sales Management improves sales team performance. Key content includes; hiring, coaching, motivating, setting clear expectations for sales behaviors and measuring results.
Executive Leadership in Sales Management
Executive Leadership in Sales Management is an annual meeting for sales executives. Peer discussions and cases focus on sales trends, department structure, alignment with top company goals, compensation plans and the changing role of sales leadership.
Sales and Sales Management
Certificate #1 — Certificate of Professional Development in Sales
Focuses on Skills and Strategies
Required Courses (complete two)
Elective Courses (complete two)
- Effective Sales Management
- Finance and Accounting for Non-Financial Executives
- How to Influence without Direct Authority
- Marketing Through Channel Partners
- New Product Development
- Pricing: Frameworks and Applications
Certificate #2 — Certificate of Professional Development in Sales Management
Focuses on Management and Leadership
Prerequisites: To qualify for the Sales Management Certificate, applicants must have knowledge of or experience with high performance sales, strategic sales and finance.
If you have questions or would like to verify your eligibility for earning the Sales Management Certificate, please contact Chuck West at cwest@exed.wisc.edu or 608-441-7320.
Required Courses (Complete two)
Elective Courses (Complete two)
- Marketing Through Channel Partners
- New Product Development
- Project Management: Planning, Scheduling and Control
- Business Acumen: Building Value and Driving Profits
- Leadership: Beyond Management
"I recently completed my course work and certification in Sales Management. The level of experience and lessons learned from the Executive Education Instructors and class participants was outstanding! The best part, is that I can take this new knowledge and experiences and apply it in my professional sales career!"
Fred Kosloske, STRATTEC Security Corporation, Director of Aftermarket Sales, Milwaukee, Wisconsin