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Meeting Student and Industry Needs
The University of Connecticut’s Program for Sales Leadership is designed to educate students and give them practical tools and experience in the high demand, high reward arena of professional sales. A minor in business, accompanied by a Certificate of Sales Leadership upon completion is offered to both business and non-business, students.

The Program for Sales Leadership will provide students with many different benefits and advantages. Some of them are listed below. 

Better Internship Opportunities
The corporate sponsors of the program will be looking and hiring Program for Sales Leadership students for their internships and coops, many of which can lead to offers for full time employment after graduation.

Opportunity to Differentiate
With a Certificate in Sales Leadership, your resume will stand out from your competition for employment. By already possessing the key skills associated with a sales profession, companies will able to save in training costs and therefore be more willing to hire you instead of other business students.

Gain Valuable Experience
With the numerous class exercises, case studies, and role-playing activities, you will gain valuable experience that will provide you with a better grasp of what the sales world is really like. Also, the training received during internships and other sales work gives you a leg up in getting your sales career launched successfully. 

Exposure to Various Companies and Sales Professions
By building such a close relationship with company sponsors, students get to know different organizations and the types of sales people they are looking for. Job and internship events are organized solely for the Program for Sales Leadership students, where they can interact with company sponsors and get to know more about their operations and hiring managers.

COURSE DESCRIPTIONS

Marketing 3101: Introduction to Marketing Management
An introduction to the marketing system, its foundations and institutions. Students are exposed to product, promotion, price, distribution decision areas, strategic alliances, relationship marketing, and total marketing quality.
 

Marketing 3452: Professional Selling (3 Credits)
Prerequisite: MKTG 3101 or BADM 3750
This course focuses on the tactical and strategic aspects of the professional selling process with particular emphasis upon managing the complex sale. Topics include account entry strategies, effective investigative techniques, objection prevention, the client decision process, negotiation skills, and account development strategies. Learning tools will include participant interaction, role-plays, work groups, and case studies.

Marketing 3454:  Sales Management and Leadership
Prerequisites:  MKTG 3101 or BADM 3750 and MKTG 3452
This course focuses on managing large national/global accounts as well as the activities and problems of sales force management. Particular emphasis is placed on organizing the sales force, recruiting, training, compensation, motivation, forecasting, territory design, evaluation, and control. Learning tools include:  interaction, role-playing, workgroups, case studies, and outside business interactions.