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Professional Sales


The Professional Sales specialized studies program introduces students to consultative sales as a career and then prepares them to manage sales teams at companies of any size, in any industry.

Who Should Enroll

  • Early- and mid-career professionals who want to learn or expand the sales/technology skills required for success in today’s digital economy.
  • Professionals upskilling for promotion, employed senior sales reps, entrepreneurs and company owners, non-sales division heads, current sales managers looking for a refresh/inspiration.

Career Insight

Occupational summary for sales representatives. Source: Economic Modeling Specialists Intl.

Annual Job Openings
Projected Growth
Median Salary
(Highly experienced workers can earn up to $120k)

Program Benefits

  • Master a successful and iterative 4-step consultative selling process based on behavioral and marketing theory
  • Utilize customer data tools, including CRM, Google, website data, business records, and social media to determine best prospects and develop insights about customers and potential opportunities
  • Analyze pertinent customer needs and create the appropriate solution and persuasive presentation aligned with customer needs, goals and objectives
  • Use sales planning techniques to achieve sales goals
  • Build a personal brand and tailor recruitment resumes and cover letters for sales job interviews
  • Know how to research and develop a comprehensive go-to-market plan
  • Analyze market and organizational factors to design a sales territory plan
  • Communicate sales, performance and compensation-related information effectively
  • Understand the benefits of CRM technology and how to develop and encourage acceptance and adoption by sellers
  • Deploy best practices in staffing and recruitment
  • Perform sales compensation planning
Bernice Burns, a Virtanza-certified, MBA instructor, shares a brief overview of what students of our Professional Sales Readiness course can expect.

Course Schedule

Required Courses

MGMT X462.96
Professional Sales Readiness (4.50 Units)
MGMT X462.96
Online Online to be scheduled to be scheduled
MGMT X462.97
Sales Management I (4.50 Units)
MGMT X462.97
Online Online to be scheduled to be scheduled

Elective Courses

Professional Sales
MGMT X463.12
Sales Management II (4.50 Units)
MGMT X463.12
Online Online to be scheduled  

Course schedules are subject to change. Individual courses may be taken without enrolling in the full program.

Receive Customized Training for your Employees

Academic Calendar

Event Fall 2021 Winter 2022 Spring 2022 Summer 2022
Registration Begins (after 2pm PT) Jul 15 Oct 21 Jan 20 Apr 21
Courses Begin* (week of) Sep 20 Jan 3 Mar 28 Jun 20
Courses End* (week of) Dec 13 Mar 14 Jun 6 Sep 6
Parking Permits Expire Dec 31 Mar 31 Jun 30 Sep 30
Administrative Holidays Nov 11, Nov 25-26, Dec 23-24, Dec 30-31 Jan 17, Feb 21 Mar 25, May 30 Jun 20, Jul 4, Sep 5

*Actual dates may vary by program.


Learn How To Earn Your CertificateSpecialized Studies Award Requirements

The specialized studies certificate is awarded upon successful completion of two required courses totaling 9 units (90 hours). Students must earn a letter grade of “C” or better in each course in order to be eligible for the specialized studies award. To receive your digital certificate, submit a Request for Certificate with a non-refundable $35 application fee after completing all program requirements. Students not pursuing a specialized studies award are welcome to take as many individual courses as they wish. All requirements must be completed within 5 years after the student enrolls in his/her first course.

“This course helped me to see what I can expect and what it will take for me to be competitive in the selling world. It is comprehensive and powerful in scope.” Marvin E.
Adult Learner Grad

Advisory Board

  • Debbie Holzkamp, BBA, CEO and Founder, Virtanza
  • Natalie Petersen, BA, Marketing Director, Virtanza
  • Ibby Vores, BA, Content Developer and Career Development Instructor, Virtanza

On-site Training Available

Our Corporate Training specialists can deliver this program or customize one that fits your organization’s specific needs. Visit Corporate Training or call (949) 824-1847 for information.

English Proficiency Requirement
All certificate programs at UCI Division of Continuing Education (classroom and online formats) require professional-level English language proficiency in listening and note-taking, reading comprehension and vocabulary, written expression, and oral presentation.

Scaling the Sales Economy: Developing a Pipeline of Sales Talent in SoCal and Nationally
Recorded 12/8/20
View Webinar

Step Up and Succeed in Sales Management
Recorded 8/26/20
View Webinar

Securing Your Future in Professional Sales Webinar
Recorded 8/19/20
View Webinar