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Substitutions, Waivers and Transfer Credit

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Curriculum and Completion Requirements

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Paul Emery

Paul Emery
Director
Business

Sales Management

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EDP 312166

Get the tools to rise from staff member to sales manager with the Professional Sequence in Sales Management. The sales force is an integral part of the overall company organizational structure; improve your understanding of this crucial function and its role in achieving strategic objectives. Learn to create budgets, perform SWOT (strengths, weaknesses, opportunities and threats) analysis and make effective presentations to senior management. Study compensation models and motivation techniques, and develop a successful approach to recruiting, interviewing, selecting, hiring and training new sales staff. With this program, you develop skills to handle the challenges of management and receive the academic training needed to raise your visibility and pursue a management career. Join our email list to stay informed about this program.

Courses

The table contains the required courses for the Professional Sequence in Sales Management, as well as the terms they are typically available for enrollment.

4 Required Courses, 6 Semester Units and 0.4 ceu (94 Hours of Instruction)

Required Courses Course Number Units/ CEU Classroom
Introduction to Sales Management I X479.2 2 Fall
Spring
Summer
Introduction to Sales Management II X479.3 2 Summer
Budgeting and Planning for Nonfinancial Managers (offered future term) X415.6 2
Sales Management Workshop in Ethics and Leadership (offered future term)   0.4 ceu

Course availability is subject to change. You must start with Introduction to Sales Management I X479.2 and take Sales Management Workshop in Ethics and Leadership last.

To enroll, click on a course title above and choose a section.

You may enroll in individual courses without registering for the Professional Sequence in Sales Management.

Who Will Benefit

If you hold a staff position in field or retail sales or marketing and wish to move into a management position, this program lays the groundwork for career advancement. With the skills to lead a departmental, local or regional sales team, you are on target to gain visibility with upper management and the opportunity to hone your managerial and supervisory skills.

Prerequisites for Admission

There are no prerequisites for the Professional Sequence in Sales Management, but a bachelor's degree and experience with sales or marketing are recommended

Curriculum Requirements

The curriculum consists of 4 required courses for a total of 6 semester units and 0.4 ceu (94 hours of instruction). Candidates must pay a nonrefundable program registration fee.

All coursework must be completed within five years of registering for the program. However, requirements may be updated based on new developments in the field of study; we recommend completing the curriculum in a timely fashion. For more information, please see the completion requirements and the substitutions, waivers, and transfer credit policies.

How to Register for This Specialized Program of Study

By registering, you declare your intention to complete the curriculum. To register for the Professional Sequence in Sales Management, submit the online registration form with your credit card information or complete the mail-in registration form. The program registration fee is nonrefundable.

You should register for the program before you complete your third course in the curriculum.

Estimated Cost

Each course is priced individually, and you pay the course fee at the time of enrollment. The program has an estimated cost of $2,500 (not including course materials or registration fee). Course fees are subject to change.

Contact Information

To contact the department office, send an email to business@unex.berkeley.edu or call (510) 642-4231.

Advisory Board

John Carey
Vice President Worldwide Sales, Theatrical Market
D-Box Technologies

Ray Gale, M.B.A.
District Manager, Bay Area
Avocent

Robert Grubb
North American Manager
Bose Corporation

Neil Fink
Managing Partner
Neil Fink Associates

Mike Leischer
General Manager, Pacific Northwest Region
GE Healthcare

Tom McGuire
Program Director, Human Resources, Leadership and Management, Marketing, Business Communication, Entrepreneurship, Law
UC Berkeley Extension

Jeffrey Pallin
Director, Business
UC Berkeley Extension

Jim Prost
Owner
Prost Associates

Ursula Snow
Regional Sales Director, Mid-Atlantic
GE Healthcare