Certificate in Sales Management

Strong sales are the fuel which powers every organization’s engines and plays one of the most critical roles in any organization’s success and longevity. Stellar sales managers will possess not only traits such as enthusiasm, passion, commitment, confidence, integrity and knowledge but also a strong foundation in sales management best practices which ensure that their team is at the top of the board each month.

Program Objectives

Florida Atlantic University’s Certificate in Sales Management is a comprehensive program which commences with the foundations of modern sales theory and the role of the sales professional in the current business environment. The program covers the essential skills for individual and organizational sales success; it concludes with the skills and understanding necessary to build, lead, manage, and motivate an effective sales force.

Program Details

  • Format: Saturdays | On-Campus or Live Virtual
  • Dates: Jan. 27 - May 4, 2024
  • Time: 9:00am – 12:00pm EST
  • Hours: 39 Hours / 3.9 CEUs
  • Sessions: 13
  • Location: Boca Raton Campus or Live Virtual
  • Fee: $1,100

Participants who enroll in this course will learn proven sales concepts and sales leadership skills required to effectively sell and to manage a sales force including:

  • Role of the sales professional
  • Prospecting: Developing qualified opportunities and separating prospects from suspects
  • Practical approaches to customer relationship management
  • Strategic solution-based selling and modern closing techniques
  • Breakthrough concepts for sales and business negotiations
  • Pipeline management
  • Time management for sales managers and professionals
  • Practical approaches for selling in a weak economy
  • Role of the sales manager: Coach, leader, counselor, and closer
  • Building a successful sales team: Recruiting, interviewing, and hiring sales people
  • Motivation, evaluation, and retention of sales personnel
  • Compensation plans: The effects of leverage and common goals
  • Streamlining sales training
  • Building a winning sales culture
  • Fundamentals of ethical sales techniques
  • Effective sales presentations and proposals

Instructional Method and Format

  • Instructor-led program, based on traditional, live classroom instruction
  • Instructor is a sales professional with over 25 years in the industry and a passion for sales and marketing
  • Curriculum includes a combination of lectures, interactive discussions, and case studies with a practical approach
  • Exercises, business simulations, and role plays are used to reinforce the key skills and concepts
  • The classroom addresses current issues in sales and participants are encouraged to practice sales techniques in the practical exercises
  • Participants share current experience and challenges, lessons learned and best practices in the class discussions


Certificate in Sales Management

Contact Us

Sarah Wilson
Program Manager

phone: (561) 297-2366
email: sarahwilson@fau.edu
map: Bldg. 103, SF 129