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MBA Strategic Selling and Sales Leadership Concentration

Master Selling Using Data-Driven Insights with a Flexible MBA

AACSB Accredited | Online Coursework

Dive into strategies and topics that will help you succeed as a top data-driven sales professional. Graduate prepared to lead teams tasked with selling a wide range of products and services, manage diverse accounts and communicate value to clients and customers.

What Makes Us Unique?

  • Industry-leading career support that includes individual career coaching, personal branding expert and lifelong career support.
  • Ohio University's business degrees are built for working professionals.
  • OHIO is the largest conferrer of MBAs in the state.
  • We have 90-plus years of experience delivering business education.

Make Yourself More Marketable with Expertise in Strategic Selling

Every industry hires MBA graduates, but not every student pursues an MBA for the same reason. With our online and hybrid MBAs with a strategic selling and sales leadership concentration, you'll graduate prepared to manage sales teams, strategically handle accounts, use analytics to inform your decision-making and employ various selling methodologies. Our master's-level coursework is taught by experts in the field who are committed to supporting your growth. As an OHIO MBA student, you may also qualify for a $5,000 scholarship through the College of Business – contact our enrollment team for more information.

Courses

3 Concentration Courses | 9 Concentration Credits
Our sales leadership concentration curriculum covers the in-depth knowledge you need to manage teams and accounts successfully, no matter what industry you pursue.

  • MBA 6300 Building & Developing Customer Relationships (3 credits)


    The course addresses topics related to building and developing effective relationships at the customer interface. The goal is to help students develop and practice skills in the areas of interpersonal communications, negotiations, creating value and product solutions, presentation, asking questions, active listening, determining customer needs, and identifying & qualifying prospects. Role-plays and interactive exercises are employed in order to help students apply the knowledge to real-world situations. Cases are also employed on certain topics such as ethics and negotiation.

  • MBA 6400 Sales Leadership (3 credits)


    The course gives students a complete picture of the scientific principles and issues revolving around the management of a field sales force regionally and internationally. Accordingly, the course deals with discussing the sales function and its relationship with a firm's marketing program, crafting a sales strategy and setting sales objectives. It also focuses on performing important decisions such as recruiting, hiring, training, compensating salespeople and implementing a sales program. Cases based on real-world situations and a sales management simulation are employed so that students practice applying tools and frameworks in their own decision-making processes.

  • MBA 6500 Sales Analytics (3 credits)


    The course focuses on building hard/quantitative skills sales professionals need in order to make decisions both inside their firm and at the customer interface. Specifically, the course builds skills in the areas of strategic account identification/selection, calculating customer-centric metrics such as customer lifetime value (CLV), customer risk analysis, customer acquisition and retention metrics, sales forecasting and opportunity management, performance analysis, sales resource allocation, and analyzing and evaluating sales territories. Students use datasets and software to make decisions about important problems sales professionals face in their work. Cases based on real-world situations are also employed so that students practice the application of theoretical knowledge.

Career Outlook

Employment of sales managers is expected to grow 7% between 2020 and 2030, resulting in 27,900 new jobs, according to the U.S. Bureau of Labor Statistics. MBA graduates who focus on selling and sales leadership can work in a wide array of industries.

  • Sales Manager

    $127,490

    per year1

  • Marketing Manager

    $133,380

    per year2

  • Sales Operations Manager

    $81,258

    per year3

Answers to Common Questions

Find answers to common questions about the online program. For information not covered here, our expert admissions team is available to provide additional details and guidance.

Get More Answers

Are the MBA programs accredited?

Yes. The College of Business at OHIO is accredited by the Association to Advance Collegiate Schools of Business (AACSB).

Does the MBA program offer concentrations?

The PMBA and the Online MBA feature nine concentrations, including Accounting, Business Analytics, Business Venturing & Entrepreneurship, Executive Management, Finance, Health Care, Operations & Supply Chain Management, Project Management, and Strategic Selling & Sales Leadership.

Does the online MBA program have a residency component?

Yes. Through OHIO's unique Leadership Development Conference, you'll engage with your peers in person. During this weekend (Friday and Saturday) in Athens, Ohio, you will learn from world-class speakers, connect with classmates in online business programs at OHIO and meet the faculty you've learned from. All Online and Professional MBA students are required to attend this event at least once.

Sources

  1. U.S. Bureau of Labor Statistics. Occupational Outlook Handbook. Sales Managers. Retrieved from https://www.bls.gov/ooh/management/sales-managers.htm.
  2. U.S. Bureau of Labor Statistics. Occupational Outlook Handbook. Advertising, Promotions, and Marketing Mangers. Retrieved from https://www.bls.gov/ooh/management/advertising-promotions-and-marketing-managers.htm.
  3. Payscale.com. Average Sales Operations Manager Salary. Retrieved from https://www.payscale.com/research/US/Job=Sales_Operations_Manager/Salary.