Courses In Our Program

The Professional Sales Leadership Program is headed by Bob Nadeau, who is a veteran in sales with many achievements under his belt.  To view just a few of Bob's achievements, navigate to the Plymouth State University website by clicking the link provided below.  This link will bring you to Bob's profile on the Plymouth State University website. 

View Bob's Profile Here! 

To earn a sales certificate from Plymouth State University, you are required to take five main courses which include: 

• Professional Selling Skills 1
• Students learn the art of persuasion using proven negotiation techniques. Strong emphasis on the core components of the sales process: rapport, needs assessment, presentation, objections, and close. Topics also include the development of prospecting skills and tools, as well as the pre-approach to landing the sales appointment, and preparation for the actual meeting with the client. While emphasis is geared towards the B-2-C selling environment, students also gain exposure to the B-2-B sales processes and opportunities. Learning tools include student interaction and role plays to ensure the core basics and skills of the sales process are effectively transferred.
• Professional Selling Skills 2
• The primary focus is on the B-2-B selling environment. This sales process is more strategic in nature with multiple buyers and a much longer sales cycle (6 months to 2 years versus the B-2-C sales cycle of 1 to 14 days). Skills development focuses on the sales team environment, negations, and expanding on the skills learned in the Introduction of Professional Selling Skills 1 (PSS 1). Topics expand on the concepts of Customer Relationship Management and the CRM technology to effectively manage this more complex process. Learning tools include work groups and case studies. Students also have several practical business projects. For example, students, in pairs of 2, sell a business concept to actual companies in NH, under the supervision of their instructor, as part of the sales process. Students also gain exposure to purchasing agents, their specific trade associations and designations.
• Competitive Selling
• In the competitive selling course, students will be critiqued on their selling skills to better prepare them for sales competitions.
• Interpersonal Relations
• A cognitively and experientially based course designed to develop crucial managerial skills required for success in the diverse and dynamic globally integrated contemporary workplace. Includes a review of conceptual material designed to facilitate the understanding of effective interpersonal behavior under conditions of uncertainty as well as competing and/or changing goal orientations in modern organizations; self assessment, solicitation and evaluation of feedback regarding the effectiveness of student's current managerial behavioral skills; development of a comprehensive assessment of personal strengths as well as goals for improvement in the areas of professional and managerial communication and influence. Topics include such areas as communication, listening and feedback, team building and employee development, problem solving and decision making, conflict management, motivation and performance management, interpersonal influence and negotiation. Varied pedagogical techniques include assigned readings, videos, cases, individual and team exercises, role plays, self assessment and feedback instruments and integrative writing assignments.
• Sales Management
• Teaches sales management's fundamental principles of administration, selection, training, compensating, supervising and stimulation of sales personnel. Emphasizes sales planning, determining sales and market potential, budget preparation and establishing territories and quotas. Also the analysis of sales operations and evaluation of sales people's productivity and effectiveness. Case method used.