University Sales Center Alliance Certified Sales Student Program

Criteria for Receiving Certificate for Superior Academic and Professional Achievement in Selling

The purpose of the Certified Sales Student Achievement program is to offer university students the opportunity to receive recognition for going beyond minimal course requirements in preparing themselves for successful sales jobs and careers. Completing the process required to receive this certification helps participants to differentiate themselves from other students in the sales employment market. Similarly, by denoting exceptional commitment and achievement, the program assists employers in identifying the best candidates for sales positions nationwide and around the world.

Any college student can earn this certificate of achievement by meeting the required coursework with authorized faculty and completing the extracurricular experience requirements presented below.The University Sales Center Alliance, a consortium of recognized and accredited sales programs across the nation, sponsors the Certified Sales Student designation.

Students must earn a minimum of 100 total points to be awarded the Certified Sales Student Achievement designation. A minimum of 50 points must be derived from required college coursework with an additional minimum of 50 points earned through extracurricular activities and experiences.

Coursework Requirements – 50 Points

To be counted toward the Certified Sales Student designation, the student must complete the following required and elective coursework and earn a minimum grade of “B” in each class.

Required Coursework

Course	Points
Personal/Professional Selling (3 credit hours)	20

Elective Coursework

In addition to the required course in Personal/Professional Selling, a minimum of three of the following courses must be completed.

Course	Points
Advanced Personal Selling (3 credit hours)	10
Sales Negotiation (3 credit hours)	10
Sales Management (3 credit hours)	10
Business to Business Marketing (3 credit hours)	10
Organizational Purchasing (3 credit hours)	10
Independent Study in Personal Selling (3 credit hours)	10
Other Accredited (3 credit hour equivalent) Courses in Selling	10

Extracurricular Activities and Experience Requirements – 50 Points

Any combination of the following activities and experiences that totals a minimum of 50 points must be completed toward the Certified Sales Student designation.The points associated with any listed activity can only be counted once toward certificate designation (i.e., working for two summers in a sales position can only be counted for 20 points, not 40 points).

Activity	Points
Sales internship/co-op/selling job (min. one-semester equivalent)	20
Active member of a College of Business professional student organization (one year minimum)	10
Service as Executive Officer a College of Business professional student organization	10
Participation in organization/commercial sales training program	10
Shadow salesperson/sales manager for a day	10
Interact with sales mentor for one semester	10
Read & report on an approved personal selling/sales management book (excluding course textbooks)	10
Attend two meetings of professional sales organization(s)	10
Participate in collegiate level sales presentation competition	20

Upon the completion of each applicable activity, the student must prepare a short written report describing what was done and what was learned from the activity. These reports should become a part of the student’s portfolio to be used in seeking employment in a selling or sales management position.

The specific activities and experiences in each listed category of activity must be set-out and approved in advance by the sales professor responsible for the student’s application and certification. Completed Application Form and supporting materials must be submitted to Dr. Michael Williams, Director-Professional Sales Institute at Illinois State University.