It is also appropriate for those with marketing responsibilities that want to broaden their understanding of the work of a selling organization. The courses will increase students' understanding of personal selling, explore strategies for managing the work of salespeople, and enable them to develop and present reports forecasting the outcomes of selling efforts. The required courses develop the skills necessary for success in sales management and to direct and motivate a sales force to achieve the organization's goals. The elective courses focus on selling skills and special sales management activities. The emphasis throughout the course will be on skills and attitudes necessary for success in selling and sales management.
Practical applications characterize the instructor's approach and course content.
Role playing is an integral part of the instruction. The certificate will assist students in evaluating personal selling and sales management as a professional career choice. It will expose them to techniques that are of immediate value in a selling or sales management position. And, it will provide them with opportunities to practice sales and sales management techniques under realistic conditions. A Penn State Professional Sales and Sales Management Certificate is awarded upon successful completion of two required courses and two of the elective courses.