Sales management programs are available as diploma, certificate and associate degree programs. Students interested in pursuing a bachelor's degree in sales management may consider a Bachelor of Business Administration (BBA) with an emphasis in management or marketing.
Top 10 Management Schools
The following schools offer accredited programs in business administration and/or marketing management.
|College/University||Location||Institution Type||Degrees Offered||Tuition and Fees (2015-16)*|
|University of Michigan - Ann Arbor||Ann Arbor, MI||4-year, Public||Bachelor's, Master's, Doctoral||Undergrad: $13,856 in-state, $43,476 out-of-state
Grad: $20,966 in-state, $42,016 out-of-state
|University of Pennsylvania||Philadelphia, PA||4-year, Private not-for-profit||Bachelor's, Master's, Doctoral, Postgraduate Certificate||Undergrad: $49,536
|University of California - Berkeley||Berkeley, CA||4-year, Public||Bachelor's, Master's, Doctoral||Undergrad: $13,431 in-state, $38,139 out-of-state
Grad: $13,431 in-state, $28,533 out-of-state
|University of Virginia - Main Campus||Charlottesville, VA||4-year, Public||Master's, Doctoral||$17,094 in-state, $26,892 out-of-state|
|University of North Carolina at Chapel Hill||Chapel Hill, NC||4-year, Public||Bachelor's, Master's, Doctoral||Undergrad: $8,591 in-state, $33,673 out-of-state
Grad: $11,074 in-state, $28,285 out-of-state
|New York University||New York, NY||4-year, Private not-for-profit||Bachelor's, Master's, Doctoral, Postgraduate Certificate|| Undergrad: $47,750
|University of Texas - Austin||Austin, TX||4-year, Public||Bachelor's, Master's, Doctoral||Undergrad: $9,806 in-state, $34,676 out-of-state
Grad: $10,934 in-state, $20,762 out-of-state
|Indiana University - Bloomington||Bloomington, IN||4-year, Public||Master's||$9,743 in-state, $28,113 out-of-state|
|Massachusetts Institute of Technology||Cambridge, MA||4-year, Private not-for-profit||Bachelor's, Master's, Doctoral||Undergrad: $46,704
|Rockhurst University||Kansas City, MO||4-year, Private not-for-profit||Bachelor's, Master's, Undergraduate Certificate||Undergrad: $34,790
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School Selection Criteria
Students interested in sales management programs may want to keep these considerations in mind:
- Certificate, diploma and associate degree programs range from short, 4-class certificates designed to be completed in two semesters to 80-credit-hour programs that take a minimum of two years to complete.
- A Bachelor of Science in Sales Management program, though uncommon, is provided through select colleges in the country.
- In some cases, internships are paid and could lead students to full-time employment. Students may be provided with school-appointed interview opportunities with potential employers while still enrolled in undergraduate studies.
- In addition to internships, students may also actively engage in simulations and commission-based sales assignments that will help to prepare them for real-world experiences.
Diploma in Sales Management
Diploma programs in sales management may be completed in as few as 30 credit-hours of study, but they can also be as extensive 80 credit-hours. General electives are less emphasized during diploma programs. Students spend time focusing on courses in selling principles and practices, marketing, customer service, advertising, and business math.
Certificate in Sales Management
Certificate programs are typically available to students with prior sales experience, and they may be used for specialization or professional advancement in the career of a currently employed salesperson. Certificate programs designed for lower and mid-level students may focus on effective sales management and leadership. Courses include topics such as distribution channel management, pricing strategies and tactics, organic top-line growth, and business marketing strategy.
Associate of Applied Science in Sales Management
An associate degree program prepares students for mid-level positions in the sales industry, including management opportunities. Like an extensive diploma program, an associate's degree program will most likely require an internship, supervised in some cases. A greater number of general electives is typically required for successful completion of an associate program. Coursework can include courses in finance, accounting, marketing, retail management, and entrepeneurship.
Bachelor in Business Administration
Students may choose to pursue a business degree, such as a BBA, that allows for a minor or concentration area in marketing or management. BBAs cover many basic elements of business while allowing for a greater amount of specific coursework dedicated to the sales process, such as prospecting, identifying leads, writing sales proposals and closing sales. The curriculum could include courses in advertising, franchise management, venture management, and business administration.
Bachelor's Degree in Sales Management
In a bachelor's degree program in sales or sales management, students complete a senior project, such as a presentation or a research-based essay. Learners participate in a mandatory internship. Coursework may include topics in accounting, consumer behavior and relations, leadership strategies, marketing, and professional selling.
While some schools offer programs in marketing management, it may be easier to find a program in business administration with a focus in marketing or management. Several schools offer well-rounded, rigorous business administration programs.