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The Certificate in Professional Sales

Course Requirements for the Certificate: 21 units

The following courses, or their approved transfer equivalents, are required of all candidates for this certificate.

Applicants must qualify for admission to the program. For all students (e.g. existing CSU, Chico students, transfer students, exchange students), a cumulative grade point average of 2.75 is required for admission to the certificate program. Candidates for the certificate must be accepted by the University, but it is not necessary to complete the requirements for a bachelor's degree in order to receive the Professional Sales Certificate. Please consult with the chair of the Department of Finance and Marketing or the Undergraduate Business Advising Office for additional admissions criteria.

A grade point average of 2.5 must be earned for courses required for the certificate, with at least a "C" earned in each course.

Foundation Courses: 3 units

1 course required:

SUBJ NUM Title Sustainable Units Semester Offered Course Flags
A study of financial reports, their construction and use. Procedures are introduced to the extent necessary to illustrate basic concepts. Designed to meet the needs of prospective accounting majors, students of business administration, and students seeking a general education. 3 hours discussion. (000077)

Certificate Core Courses: 15 units

5 courses required:

SUBJ NUM Title Sustainable Units Semester Offered Course Flags
Nature and functions of marketing systems and marketing in the individual firm. Study of the marketing mix, marketing institutions, and the environments in which marketing decisions are made. 3 hours lecture. (005872)
Prerequisites: MKTG 305.
Study of the decision processes of individuals and groups toward consumer products and the implications to marketers. Emphasis on both individual, group, and external determinants of consumer attitudes and behavior. 3 hours discussion. (005873)
Prerequisites: MKTG 371, MKTG 473.
Management of the sales force and sales process including account management, sale force organization, sales forecasting and budgeting, quota setting, territory management, recruitment and selection, training, motivation and compensation systems, evaluation and control of sales performance. Role of customer relationship management systems in managing sales information and the customer interface. Current issues in sales management. 3 hours discussion. (005877)
Prerequisites: MKTG 371.
Principles and practices of strategic personal selling, including relationship strategy, customer strategy, product strategy, and presentation strategy. The role of personal selling in the marketing mix and the current business environment. 3 hours lecture. (005886)
Prerequisites: MKTG 305, MKTG 371, MKTG 473.
Emerging techniques and issues in sales negotiation, persuasion, and customer relationship management. Financial, ethical and sales leadership issues are also examined. 3 hours lecture. (020786)

Elective Courses: 3 units

1 course selected from:

SUBJ NUM Title Sustainable Units Semester Offered Course Flags
Prerequisites: FINA 307.
Nature of risk and risk management; fundamentals of property, liability, and life contracts; types of companies; government regulation. 3 hours lecture. (003734)
This course explores creative, integrative approaches to conflict resolution. Includes bargaining games, role-plays, cases, issues in conflict management, interpersonal influence processes, cultural, and ethical implications of bargaining problems and personal negotiating styles. 3 hours lecture. (005703)
Prerequisites: MGMT 303.
An examination of the knowledge, skills, and values that foster personal and managerial success. This course presents a multidimensional approach to success that emphasizes reflective thinking, including ethical considerations. 3 hours discussion. (005693)
Prerequisites: MGMT 303.
Advanced course for students with some background in basic leadership models. The interactional phenomenon of leadership is examined from philosophical, conceptual, and applied perspectives, mostly with a focus on leadership within organizations. Issues of ethics,gender and culture are included. 3 hours discussion. (005729)
Prerequisites: MGMT 303 or faculty permission.
Creating team effectiveness and developing project management skills. Includes coverage of the nine project management body of knowledge areas required for professional certification by PMI, the professional code of ethics, and the benefits of diversity on team performance. The course requires use of information technology including spreadsheets, Web-based file storage and sharing, electronic presentations and use of project management software. 3 hours lecture. (005731)
Study of fundamental database design principles and techniques, including data modeling with Entity-Relationship diagrams and normalization. Study of SQL (Structured Query Language) database management systems capabilities. Study of the relational data model and relational operations. Study of database security mechanisms. Introduction to PL/SQL. Application of concepts and techniques to practical business scenarios. 3 hours lecture. (005814)
This course is an internship offered for 1.0-3.0 units. You must register directly with a supervising faculty member. 9 hours supervision. You may take this course more than once for a maximum of 15.0 units. (020783)

Note: Upper division courses which are related to professional sales and which are offered by other academic departments (e.g. CMST 354, Persuasion; PSYC 395, Social Psychology; REAL 301, Principles of Real Estate; RECR 471, Customer Service/Sales Recreation Operations) may also be taken but require prior approval by the chair of the Department of Finance and Marketing or the Director of the Professional Sales Program.

Catalog Cycle:11