Key account manager, account executive, commercial sales representative, sales specialist, technical sales representative, sales consultant, sales coordinator, inside sales representative, territory sales representative, these are some of the job titles available to those who have attended a sales management program. Despite the different positions, essentially, the field of Marketing: Sales and Account Management involves acquiring and maintaining relationships with major client accounts of mid to large sized companies that have their own sales force. These companies range from ones who handle medical and dental technology to those offering software and pharmaceutical products.
At Centennial College, students can take the sales management program, which in just one year prepares them for career success in key account management and professional sales. Those interested in applying must go through the application process, which begins by submitting an official transcript demonstrating proof of successful completion of a post-secondary advanced diploma or degree program. They may also be required to conduct an interview with officials, submit a resume and undergo an English and/or math skills assessment. Centennial College will also consider applicants presenting a combination of partial post-secondary education and relevant work experience, open to all disciplines.
Professors with extensive experience in sales, negotiation and account management in the business-to-business realm teach the sales management program. It is conducted out of Progress Campus, which is centrally located and houses many of Centennial College’s business programs, allowing for ample networking opportunities. The undertaking itself extensively uses learner-centered approaches such as: role-playing, simulation and cases, with a focus on developing selling, negotiating and presentation skills. Hands-on training is also provided in using sales force automation software. There is an ideal balance between theory and hands-on learning so that students are equipped with a wide range of skills upon graduation that will make them instantly employable. Specific courses within the sales management program include: Business Presentations (the course is intended to provide a solid grounding in the important business communication area) and Marketing (provides an overview of contemporary marketing, emphasizing the management of the product/service, price, promotion and distribution areas of an organization within a changing environment); and many others such as Case Analysis and Marketing Metrics, Fundamentals of Selling, Sales and Account Management, and Strategic Account Development.
In order to graduate from the sales management program, students must maintain a C grade average and an overall GPA of 2.0. Once they receive their Ontario College Graduate Certificate, graduates of the sales management program walk away with a solid foundation in the intricacies of acquiring and maintaining relationships with major client accounts. If, however, students would like to gain even more experience, an optional third semester internship in the sales account management program is available.