Program Overview
The Certificate in Professional Selling equips students outside of business disciplines with the skills and knowledge necessary for sales-related careers. The program covers marketing and business development, sales fundamentals, buyer behavior, international negotiation, and digital sales and marketing tools. Graduates are prepared for careers in various industries, including healthcare, entertainment, pharmaceuticals, technology, and recruiting.
Program Outline
Outline:
The Certificate in Professional Selling is designed for students outside of the School of Business who wish to pursue a sales-related career within their discipline.
Required Courses:
MKTG 271 Marketing and Business Development (3 credit hours)
- This course introduces students to the organizational functions of marketing and business development and their impact on organization success, society, and the economy. Students will acquire comprehensive knowledge about marketing concepts, programs, and strategies to develop sustainable relations with the market and create mutual value for the organization and its stakeholders. The course emphasizes business development, including personal selling strategies, product and service innovation, strategic market system alliances, and new market development. MKTG 373 Sales Fundamentals (3 credit hours)
- This course introduces the fundamentals of salesmanship and the problems confronted by the sales manager. Emphasis will be placed on developing an understanding of production planning, pricing, market analysis, and specific areas of sales management. Attention will be given to the management of the sales force, recruitment, selection, and ethical considerations. Software will be integrated into this course to reflect current trends in sales management and the selling function. MKTG 379 Buyer Behavior (3 credit hours)
- This course uses theories and research that explain and predict consumer and organizational buying behavior. The course examines concepts that have implications for marketing management decisions, including individual and group decision-making, socio-cultural and psychological factors that influence consumer attitudes, and consumer research. Projects are assigned to allow students to apply theoretical concepts to real-world challenges and experiences. Prerequisite: MKTG 271 IBUS 345 International Negotiation (3 credit hours)
- This course is designed to provide students with the knowledge and skills necessary to successfully negotiate in an international setting. Topics covered include the different types of negotiation, the stages of the negotiation process, the role of culture in negotiation, and the ethical considerations involved in international negotiation. Students will also have the opportunity to practice their negotiation skills through simulations and role-playing exercises. MKTG 442 Digital Sales and Marketing Tools (3 credit hours)
- This course exposes students to the digital tools that support the sales and marketing processes. Topics discussed include CRM systems, social media, sales force automation, and content marketing.
Careers:
Examples of careers that graduates of this program may pursue include:
- Health care sales
- Entertainment industry sales
- Pharmaceutical sales
- Technical sales
- Recruiting
Duquesne University
Overview:
Duquesne University is a Catholic university with a Spiritan tradition, located in Pittsburgh, Pennsylvania. It boasts a national reputation for academic excellence and has been recognized as a "first-tier university," "top 100 undergraduate school," and "Most Popular." The university offers a wide range of undergraduate and graduate programs across ten schools of study.
Services Offered:
Student Life and Campus Experience:
Duquesne University is situated in the heart of Pittsburgh, a city known for its diverse neighborhoods and vibrant atmosphere. Students have access to Fortune 500 companies, non-profit organizations, startups, and three major league sports teams, all within a short distance from campus.
Key Reasons to Study There:
Academic Excellence:
Duquesne University is renowned for its high-quality academic programs and its commitment to innovation.Real-World Experience:
The university's location in Pittsburgh provides students with numerous opportunities for real-world experience through fieldwork, clinicals, research projects, and internships.Strong Alumni Network:
Duquesne University has a strong alumni network that provides support and connections for students and graduates.Vibrant Campus Life:
The university offers a vibrant campus life with a variety of student organizations, clubs, and events.Academic Programs:
Undergraduate Majors:
Duquesne University offers over 85 undergraduate majors leading to bachelor's, master's, and doctoral degrees.Graduate Programs:
The university offers over 110 graduate and certificate programs designed to enhance professional skills and knowledge.Other:
- Duquesne University is an R2 institution, which means it is a high-research activity university.
- The university is ranked #3 in the Northeast for R2 institutions producing the most high-earning female alumni under 40 in the U.S.
- Duquesne University is committed to providing students with a strong foundation in ethics and service.
- The university has a strong focus on experiential learning and preparing students for successful careers.