Program Overview

Master of Science in Sales Management (MSSM)

The M.S. in Sales Management will help you build the expanded skill set that companies are demanding from sales managers today. You’ll learn how to design and implement effective data-driven sales plans for both the local and the international market. At the same time, you’ll acquire a deeper understanding of aligned to sales business processes such as marketing, finance, analytics and supply chain management that impact directly on sales activities.

In parallel, the program builds and reinforces core management competencies such as leadership, innovation, customer focus and relationship building.

Through course work, team projects, simulations, and role plays, you’ll also better understand the challenges of talent acquisition, mentoring and team building and gain skills in handling them effectively. Just as importantly, you’ll acquire the habits of mind to make you an independent life-long learner as you develop your career in an ever-changing business world.

Strengths of the Program

• Real-World Learning: Course material is enriched with case studies developed with actual companies in local and global markets and guest sessions and talks led by experienced professionals in the field.
• Practice-Based: Courses include hands-on assignments that give you experience in applying concepts, methods, and tools to solve challenges commonly encountered in local and international sales management.
• Tailored for Working Professionals: You’ll be able to continue working while studying in the program since classes meet evenings daily from 19:00-22:00.
• Expert Faculty: You’ll be taught by a faculty of internationally educated business scholars and researchers, who are joined by a team of expert practitioners in fields such as sales data analysis, leadership and coaching, and business communications.
• Individual Attention: With your faculty mentor, student-centered teaching, and small-sized classes, you’ll receive individual attention to your needs and the opportunities to develop your talents and strengths.
• Student Success: A summer 2023 review of student outcomes in the M.S. in Sales Management program found that after starting the MSSM program 70% of current students and graduates received a promotion from their firm or switched employers for a better position.

Program Structure

The M.S. in Sales Management program consists of 30 credits and is structured around a Core Curriculum (8 courses, 24 credits), Sales Practices Curriculum (1 course, 3 credits) and Capstone Project (1 course, 3 credits). Full-time students can complete the program in three semesters plus the Winter inter-session.

Things You'll Learn

Upon completing the M.S. in Sales Management, you should be able to effectively:

• Implement sales management strategies and practices in domestic and international markets;
• Align sales with marketing management strategy and practices, incorporating integrated marketing communications;
• Communicate and negotiate in the context of sales management;
• Manage a sales force;
• Understand methods and techniques of sales analytics;
• Implement omni-channel and logistics management to increase sales.

Career Opportunities

Graduating from the program you will have acquired the knowledge, competencies, and skills to compete successfully for strategic managerial and leadership positions such as:

• Sales Manager,
• Director of Customer Relations,
• Key Account Manager,
• Sales Controller,
• Relationship Manager,
• Business Developer

Admissions Requirements

Working experience in sales management - sales training expertise, territorial sales, key account management, sales team leadership - is highly desirable. Please see our page on Graduate Admissions for information on requirements for admission and information on how to apply.