Sales and Customer Development Certificate

Institutions, processes, and problems involved in producing and transferring goods and services from producer to consumers; emphasis on economics and social aspects.

Course Details:

• 3 Credit Hours
• Pre-requisite: 45 completed credit hours
• Course offered in the Spring, Summer and Fall semesters.

Modern selling methods that focus on solving customer problems rather than using manipulative techniques. Principles underlying the sales process. Practical methods for building long-term customer relationships in business-to-business contexts are emphasized.

Course Details:

• 3 Credit Hours
• Co-requisite: MRKTNG 3000.
• Course offered in the Spring and Fall semesters.

Methods and tools employed by salespeople and field sales managers; emphasis on underlying behavioral and quantitative theory.

Course Details:

• 3 Credit Hours
• Pre-requisite: MRKTNG 3000 
• Course offered in the Spring and Fall semesters.

Emphasis on the analytics approach to sales. Reflects the overall trends in business practice, and specifically in the world of sales with increasing reliance on Sales Force Automation (SFA) and Customer Relationship Management (CRM) tools.

Course Details:

• 3 Credit Hours
• Pre-requisite: MRKTNG 3410 and 4420
• Course offered in the Spring and Fall semesters.

Overview of the procurement process used by retailers; execution of pricing strategies, negotiations, retail planning at the category and item level; use of software to analyze data and make procurement decisions.

Course Details:

• 3 Credit Hours
• Pre-requisite or Co-requisite: MRKTNG 3000 
• Students should check with their advisor on when this course is offered.

Dimensions of the consumer market and decision-making process of consumers; analyzing economic, psychological and socio-psychological influences on consumer market and buying behavior.

Course Details:

• 3 Credit Hours
• Pre-requisite: MRKTNG 3000 
• Course offered in the Spring, Summer, and Fall semesters.

Strategies, policies, tactics, and procedures of marketing in a retailing environment. 

Course Details:

• 3 Credit Hours
• Pre-requisite: MRKTNG 3000 
• Course offered in the Spring, Summer, and Fall semesters.

Challenges, problems, and strategies specific to marketing in service industries. Topics include the unique characteristics of services and managing service-oriented businesses; service design and service recovery and others.

Course Details:

• 3 Credit Hours
• Pre-requisite: MRKTNG 3000
• Course offered in the Spring and Fall semesters. 

This course is intended to introduce students to cutting-edge Artificial Intelligence and Machine Learning (AI&ML) applications in the domain of sales and marketing. Students will use a proprietary, cloud-based software tool to learn about underlying models, but prior knowledge of programming languages is not required.

Course Details:

• 3 Credit Hours
• Pre-requisite or Co-requisite: MRKTNG 3000 
• Students should check with their advisor on when this course is offered.

Design, coordination, and management of marketing communications. Focus on the role of integrated marketing communications in the overall marketing process, with emphasis on advertising and sales promotion strategies and tactics.

Course Details:

• 3 Credit Hours
• Pre-requisite: MRKTNG 3000 
• Course offered in the Spring and Fall semesters.

Basic principles of risk management and insurance focusing on operational risks faced by organizations. Covers terminology, sources, dimensions, characteristics, measurement, and assessment of risk along with design and implementation of techniques to mitigate and control risk.

Course Details:

• 3 Credit Hours
• Pre-requisite or Co-requisite: FINANC 2000 or FINANC 3000
• Students should check with their advisor on when this course is offered.

Students must complete one to three credit hours of a supervised internship that consists of:

• A minimum of 120 hours on-the-job experience AND

• Business-to-Business (B2B) sales 

Internship courses that we accept are:

• BUS_AD 4500: PROFESSIONAL DEVELOPMENT PROGRAM - INTERNSHIP*

• MRKTNG 4940: PROFESSIONAL MARKETING INTERNSHIP*

• COMMUN 4940: INTERNSHIP*

• HLTH SCI 4975: INTERNSHIP IN HEALTH SCIENCES*

• OTHER: (The internship credit hour can be earned in any college at Mizzou)

*Offered in the Spring, Summer, and Fall semesters.

Note: If a business student has already completed BUS_AD 4500 with an internship that does not meet the B2B sales setting requirement of this certificate program, that individual would be advised to register for 1 to 3 credit hours under MRKTNG 4940  for an internship that would qualify. If a student does not have an internship course offered within their degree program or is not a student in the Trulaske College of Business, that student would be advised to enroll in MRKTNG 4940.

**An internship course must be taken at the same time as your internship. If you completed an internship but did not take an internship course simultaneously, it will not be approved for the certificate. 

Make sure to check out our  Inside Sales Lab  for B2B sales internship opportunities!

1. Please apply for the certificate by clicking the "Apply Now" button on this page. 

2. Once you declare that you are pursuing the certificate, you will receive a Follow-Up Questionnaire. This is required and you must complete the questionnaire to earn your certificate.

3. The questionnaire will require information regarding your internship and expected graduation date.

If you have not yet completed an internship course, please still complete the questionnaire. Once you obtain a B2B sales internship at a later date, please make sure to send the offer letter, job description, and internship course information to salescertificate@missouri.edu.

• The job description needs to include the specific business-to-business (B2B) sales job functions, the name of the company, and dates of the internship. The job description needs to be written by the company.  
• If you do not have an official offer letter, we accept an official email from the company/supervisor confirming that you were offered the internship. 
• List which internship course you completed or will be completing simultaneously. 

4. Internships will be evaluated and approved by the Program Director. Once a decision has been made, you will receive a follow-up email regarding your approval status for your internship. 

We encourage students to apply as soon as they decide to pursue the Certificate in Sales & Customer Development. Please submit the application no later than the cut-off date in the semester of your graduation:

• Spring - May 1
• Summer - July 31
• Fall - December 1