The Certificate in Business-To-Business Selling gives students in-depth understanding of: 1) what business customers expect from vendors and business partners; 2) how to conduct customer and competitive analyses as an input into the sales process; 3) the planning and implementation of trust-based sales encounters, and 4) the management of the sales process to include defining sales strategy, recruiting, selection, training, leadership, and determining sales force effectiveness.

Additional coursework may be required due to prerequisites.

Effective Fall 2016

Additional coursework may be required due to prerequisites.

MKT 330Business Customer Relationships3
MKT 362Professional Selling3
MKT 363Sales Management3
Total Credits9