Tuesday, February 26, 2013

Sales Management Program Geared Towards Mature Students

At Centennial College, mature students with an interest in attending a sales management program can obtain training in just two semesters through the Marketing – Sales and Account Management offering. This Graduate Certificate program allows students to gain a solid foundation in the intricacies of acquiring and maintaining relationships with major client accounts.

Sales management program applicants are required to have completed a post-secondary advanced diploma or degree. In addition to submitting an official transcript, they must also attend an interview with officials, submit a resume and undergo an English and/or math skills assessment. Centennial College will also consider applicants presenting a combination of partial post-secondary education and relevant work experience, open to all disciplines. It is worth noting that students who have seen the most success in the sales management program have also exhibited excellent interpersonal skills, excellent listening and oral communication skills, were self-directed, thrived under pressure and were highly organized.

Once accepted, the sales management program begins with courses such as Business Presentations, Marketing, Case Analysis and Marketing Metrics, Marketing Analysis and Planning, Fundamentals of Selling and Fundamentals of Project Management. These core courses offer sales management program students the foundation they need to move onto more advanced topics by employing the use of learner-centered approaches such as: role plays, simulation and cases, with a focus on developing selling, negotiating and presentation skills. Meanwhile, in the second semester, students partake in courses that include: Employment Preparedness, B2B Marketing, Strategic Account Development, Sales and Account Management, Business Ethics and Negotiation Skills, Sales Force Automation & Technology, and Sales and Account Management: Placement. Hands-on training is also provided in using sales force automation software. Professors with extensive experience in sales, negotiation and account management in the business-to-business realm lead all courses in this sales management program.

As you can see, the sales management program has a very focused curriculum and requires students to must maintain a C grade average and an overall GPA of 2.0 to graduate. Once they receive their Ontario College Graduate Certificate, graduates of the sales management program may apply for various positions. If, however, they would like to gain even more experience, an optional third semester internship in the sales account management program is available.

Graduates of the sales management program will enjoy careers during which they acquire and maintain relationships with major client accounts of mid to large sized companies that have their own sales force. These companies range from ones that handle medical and dental technology to those offering software and pharmaceutical products. Positions in this field include: key account manager, account executive, commercial sales representative, sales specialist, technical sales representative, sales consultant, sales coordinator, inside sales representative, territory sales representative and more.

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