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Masters Degree in Sales: Program Information

Sales degree programs teach two fundamental skill sets, including how to attract potential customers (marketing) and how to convert those leads into transactions (sales). One important skill students learn is how to analyze market trends and consumer behavior and use this information to maximize sales.

Essential Information

It is difficult to find a master's degree program specifically in sales. It is much more common to find a master's degree program in both marketing and sales. Many programs also offer education in public relations, which is often an essential part of marketing and relationship-building among a business' customer base. Since salesmanship, too, is a major emphasis for most programs, related courses might teach techniques such as building a 'yes' ladder, deciphering the needs of a customer, feature-benefit selling, up-selling, and closing. Like many graduate programs, master's degree programs in business often incorporate research into the curriculum.

  • Program Levels in Sales Degree: Master's degree; Doctorate in Marketing
  • Prerequisites: Bachelor's degree, often in business; College transcript; Standardized test scores; Letter of recommendation; Personal essay; Some programs may require an interview

Master's Degree in Sales

Coursework in these programs is often a combination of didactic learning and hands-on learning. Students commonly participate in sales role-play, collaborative marketing projects and simulations. The following are examples of class topics that might appear in the curriculum:

  • Consumer behavior and psychology
  • Market analysis
  • Advertising
  • Public relations
  • International marketing
  • Innovation and new product development

Employment Outlook and Salary Info

The U.S. Bureau of Labor Statistics (BLS) predicted that the employment rate for sales managers may grow 11% between 2012 and 2022 due to an increasing number of products (www.bls.gov). The median annual salary for sales managers was $110,660 in May 2014, according to the BLS.

Continuing Education Information

Ph.D. programs in marketing are available through business schools, though the study of sales is just one part of a doctoral curriculum. Ph.D. students apply advanced concepts like mathematical modeling to anticipate consumer choices. Most graduates with a doctorate in marketing pursue positions in research and academia.

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