Sales Certificate

The Sales Certificate is relevant for students interested in the sales process or a career in sales. Students are expected to complete three program courses and one internship for credit. Open to all undergraduate students.

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Fill out the Sales Certificate Program Application.

REQUIRED COURSES

Principles of Sales – ADV 270
This course focuses on the development of the sales process and the role of sales and salespeople within organizations. It will also consider consultative and persuasive selling and interpersonal relationship building. It will include sales proposals and simulation exercises that will reinforce concepts learned within the classroom. It will also feature exposure to sales experts from different areas of business.

Sales Management – ADV 320
This course addresses conceptual and methodological issues related to the management of sales within organizations. Responsibilities, functions, and skills necessary to be an effective sales manager are covered, including an evaluation of sales organization structures, recruiting, selecting, testing, and training of salespeople. Related topics include compensation plans, controlling expenses, sales forecasting/projections, routing, quotas, ethics, and motivation. It will consist of lectures, role-playing exercises, and also may include guest lectures from industry leaders/alumni with experience in sales management.

Sales and the Consumer – ADV 370
This course focuses on different topics related to consumer behavior management, and the consumer's relationships to the sales process. It will include case studies and exercises that will facilitate application of effective sales techniques.

Internship – ADV 495 MS Sales Capstone
Designed as an applied learning experience, the course follows the student's short-term placement within a firm that’s relevant to the sales program and its curriculum (advertising and media preferred). After securing an applicable internship, students must complete the Sales Capstone approval form for permission to register for this course. Once the form is completed and signed by the internship supervisor, it can be forwarded directly to Dionne Clifton at dclifton@illinois.edu. Please send questions about whether or not your internship will qualify directly to Ms. Clifton.

• The intern's responsibilities are determined by the firm offering the internship; however, sales faculty will work with companies to ensure that student experiences are relevant and rewarding.
• Upon completion of the internship, the student must write a formal review of the experience and how it relates to the sales industry.
• The company will write a formal review of the intern and provide it to the director of the sales program.

CONFIRM COMPLETION

Once you have completed or registered for all of the certificate coursework, please fill out the Sales Certificate Completion Form.