Certificate: Professional Selling

The courses in this certificate give you a strong foundation in and understanding of the Sales process. For example:

• Professional Selling provides an overview of the field. Topics include: selling as a profession, relationship marketing, communication, sales knowledge, prospecting, sales call planning, effective sales presentations, handling objections, closing the sale, service and follow-up and time, territory and self-management.
  
• In Prospecting and Lead Development you'll learn how to increase sales by prospecting for qualified leads. Topics include understanding lead generation, defining your best lead, ROI, value proposition, building the lead generation plan, and synergies in tactics such as lead generation via phone, e-mail, public relations, event marketing, the web, direct mail, referrals, blogs, and podcasting
  
• In Individual Sales Planning, you'll develop a one-year individual sales plan that will include your personal techniques, methods, and schedules for acquiring sales knowledge, prospecting for qualified leads, handling known objections, providing service and follow-up, efficiently allocating time, and managing your territory.
  
• In Sales Presentations, you'll learn how to present your products or services, ask questions, explain benefits, and overcome objections during each stage in the sales presentation process. Topics include: questioning techniques, preparing for the presentation, PowerPoint, building and maintaining rapport, nonverbal responses, humor, selling to committees and closing & follow-up
  
• In Handling Objections and Closing the Deal, you'll see how to increase your sales performance by learning how to work with clients and overcome their hesitations and objections. Topics include review of common objections and their solutions, as well as time tested-methods for closing a sale.
  

Baruch College, based in New York, is the largest public business school in the U.S. and is committed to providing top-notch training by industry leaders. Certificates in Baruch's Continuing and Professional Studies division offer:

• Courses taught by experts in the field, based on real-world challenges and successes
  
• Flexible scheduling
  
• Diverse courses designed for working professionals who want to advance their careers
  

NOTE: Once you have purchased a certificate, please do not register for the individual classes online. Call 646-312-5000 to schedule your appointment with an enrollment advisor. You will register for the individual classes in your certificate through an enrollment advisor.