Sales Management

Sales Management Fundamentals

Experts estimate that sales professionals account for as much as 10 percent of U.S. employment. Although, the role of the sales force is critical to many firms’ success, there are very few accredited sales management programs. Not only do we offer a sales management program, it has recently been ranked as high as the #3 program in the country. We also offer a minor in Sales Management and certificate programs in Professional Selling and Health Care Selling.

Professional Preparation

Our strong Executive Advisory Board has helped us build degree programs that tightly fit the needs of the business community. Our state-the-art Fisher Sales laboratory permits students to augment traditional learning approaches with extensive sales and negotiation role playing programs.

Our Faculty

  • Train company sales forces as well as undergraduate and graduate students.
  • Lead students to strong finishes in national sales competitions.
  • Publish in top quality scholarly journals.
  • Combine knowledge from research and practice to maximize relevance.

Akron Advantage

All College of Business Administration programs are accredited at the highest possible level by AACSB International (the Association to Advance Collegiate Schools of Business). In addition, the CBA is one of only 171 schools that have earned separate accounting accreditation. The College has been consistently rated as one of the best business schools in the nation by the Princeton Review and ranked in the top 6 percent of all undergraduate programs by BusinessWeek magazine.

Our close ties to regional businesses provide many benefits for our students. Business executives share their expertise as mentors and guest lecturers in classes, and provide valuable advice on program and course content, helping to keep our curricula fresh, relevant and rigorous. Students gain valuable hands-on experience through group projects that assign them to solve problems for local businesses and by participating in co-op and internship programs at regional companies.

We are able to provide our students with training in cutting-edge technology as a result of our academic alliances with technology vendors such as SAP, Microsoft, Oracle and Xerox XMPie.

Our active student organizations enable our students to enrich their college experience by providing opportunities for them to apply knowledge and skills gained in the classroom, and by opening doors to new friendships, networking, professional growth, and even jobs.  Many of our student organizations have excelled in regional and national competitions, often against highly regarded colleges and universities across the country.

Hands-On Research

Our sales students get a lot of practice making sales calls and conducting business negotiations in our newly renovated Fisher Sales Laboratory. This seven room complex provides an opportunity for students to get immediate feedback and advice on how to improve performance in sales interactions.

Real-World Experience

Our students also gain insights into the world of business by interacting with leading executives who work in sales. Members of the Executive Advisory Board for the Fisher Institute for Professional Selling often speak to classes, meet with sales students at events, and provide key insights about the world of sales.

Recent Placements Include:

  • The Goodyear Tire and Rubber Company
  • FirstEnergy
  • Equity Trust Company
  • Northwestern Mutual Financial Network
  • Pfizer, Inc.
  • The J. M. Smucker Company

Sales Management Student Organizations:

  • American Marketing Association – preeminent marketing professional association.
  • Beta Gamma Sigma — an honorary fraternity
  • Delta Sigma Pi — a professional fraternity
  • Pi Sigma Epsilon – collegians and professionals in sales, marketing and management
  • Enactus — develops outreach projects to improve quality of life
  • Student Toastmasters — focus on building leadership and public speaking skills

Sample Curriculum


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