Our highly selective sales certificate program draws an exceptionally motivated and diverse student base from a variety of majors. Students receive leading edge instruction as well as practical experience. All students complete a portfolio of professional selling, sales management and advanced selling courses. Most students also complete a sales internship.
We help companies address their most challenging sales problems by employing various methods to identify and research factors that may undermine sales force effectiveness, and identify solutions based on best practices. Our research has focused on a variety of issues, from the culture of the sales organization to predicting sales in potential new markets. We work with companies to utilize existing databases or to create new measurement tools as needed.
We educate sales professionals from all backgrounds on the very best practices. We coordinate workshops and seminars for existing sales forces within partnering companies, and we tailor sales certificate programs in advanced sales techniques to meet their specific needs. The center connects companies and sales professionals with accomplished researchers and educators who can provide the sales training needed to improve their sales processes and, ultimately, their bottom line. Our outreach is an investment both in our business community and in the future of the sales profession.
Ken Miller, Ed.D
Office: BEC 210
Dr. Miller coordinates continuing education and engages the business community for student recruitment and support. Within the School of Business, Dr. Miller teaches marketing, business strategy and sales courses. He earned his doctorate at Vanderbilt University and has 30 years of sales experience as President and CEO of a regional food brokerage company.
John Hansen, Ph.D.
Office: BEC 207-A
Dr. Hansen coordinates and leads the Center’s research initiatives. Within the School of Business, Dr. Hansen teaches professional selling techniques. His research primarily focuses on identifying the means through which firms can enhance salesperson performance and sales force effectiveness. Prior to entering academe, Dr. Hansen held numerous positions within the Black & Decker Corporation.