Harper College will be closed on Monday, January 21 in observance of Martin Luther King Jr. Day.

Sales Management and Development Certificate

Sales Management and Development at Harper College

Connect with consumers through effective sales strategies and marketing

Program facts  Business icon

  • Credit hours: 18
  • Stackable to degree: No
  • Potential job outcomes: Account representative, marketing associate, sales associate

Prepare for a career in sales management with this 18-credit-hour certificate program. This is an ideal program for individuals interested in obtaining entry-level sales positions, along with people who want to expand their selling and account servicing skills.

Take classes in business organization, principles of professional selling, sales management, advanced sales strategies, business law, organizational behavior, marketing and consumer buying behavior. With a 19:1 student-to-faculty ratio, Harper College’s business programs give you the opportunity to work closely with faculty and receive personal attention in the classroom. Get additional experience outside of class by participating in the Business Club or other student organizations.

Completing this certificate program is a convenient and affordable way to determine whether a career in sales management and development is right for you. Some students may qualify to graduate debt-free by participating in Harper’s Sales and Retail Management Apprenticeship program.

Certificate program requirements

This 18 credit-hour certificate program is designed to provide in-service and pre-service training and development for industrial sales and sales management personnel representing manufacturers, service marketers, wholesalers or other marketing middlemen. Through the selection of courses, this program can satisfy both the career needs of individuals seeking to develop and expand their selling and account servicing skills and individuals preparing for sales management responsibilities. This certificate program would be especially appropriate for individuals who are entering the professional field without a formal sales or marketing education.

To achieve an individual program designed to complement the student's industrial and educational background, the selection of electives should be made in consultation with the coordinator.

The Associate in Applied Science in Business Administration includes a specialized study area for Marketing. Please refer to Business Administration in this section of the catalog if you are interested in pursuing a degree in this discipline.


Number Course Title Credits
MGT 111 3

Description: Introduces the nature of business and the environment in which it operates. Forms of business ownership, introduction to operative and facilitating facets of business operation, management, marketing, accounting, statistics, business law, finance, investments, insurance and labor-management relations.

MKT 140 3

Description: Focuses upon the principal factors of successful selling of goods or ideas. Examines buying motives, sales psychology, customer approach and sales techniques.

MKT 141 3

Description: Focuses on the responsibilities of the sales executive in planning and evaluating sales activities as well as supervision of a sales force. Attention is given to the administrative activities of sales managers at all levels with emphasis directed to the management of sales forces of manufacturers, service marketers and wholesaling middlemen.

Prerequisite: MKT 140 or consent of program coordinator.

MKT 240 3

Description: Develops and refines sales techniques established in previous course work and/or on-the-job sales experience. Opportunities will be available to apply specific selling skills to various sales situations and product categories through presentations and term projects.

Prerequisite: MKT 140 or consent of instructor.

Electives: Select six credit hours from the following courses:

Number Course Title Credits
ACC 211 3

Description: Presents the history of the source of law, civil and criminal wrongs, law of contracts, agency, employment, property, and related topics. Problems and case materials are used. (NOTE: Transfer students should check with the school they will be transferring to regarding the transferability of this course.)

MGT 280 3

Description: Emphasizes a managerial and interpersonal relations process approach to problem solving, communication and group dynamics. Specific treatment is given to managing change, appraisal and reward, solving communication problems, status needs of the work force, understanding individuals, group dynamics and reducing conflict.

Prerequisite: MGT 111.

MKT 245 3

Description: Focuses on marketing activities that will cover product planning, pricing strategies and promotional efforts including advertising, selling and sales promotions and distribution channel effectiveness.

Prerequisite: GRA 120 with a grade of C or better, or MGT 111.

MKT 247 3

Description: Reviews and analyzes areas of consumer and organizational buying behavior that guide marketing management decisions. The focus of the course will be directed toward the application of concepts on buying behavior to specific functional areas of marketing management in both the industrial and consumer markets.

Related programs

Students interested in business may also be interested in:


Next steps

For more information about courses in sales and management at Harper, contact Admission Outreach at 847.925.6700, or submit a request information form. You can also apply online.