Master's
Degrees in Sales and Marketing
Master's degrees specifically in
sales are rare. More common is a master's degree in sales and marketing. Such
degree programs teach two fundamental skill sets, including how to attract
potential customers (marketing) and how to convert those leads into transactions
(sales). One important skill students learn is how to analyze market trends and
consumer behavior and use this information to maximize sales.
Many programs also offer training in
public relations, which is often an essential part of marketing and
relationship-building among a business' customer base. Salesmanship, too, is a
major emphasis for most programs. Sales courses might teach techniques like
building a 'yes' ladder, deciphering the needs of a customer, feature-benefit
selling, up-selling and closing. Like many graduate programs, master's degree
programs in business often incorporate research into the curriculum.
Educational
Prerequisites
Applicants must have at least a
bachelor's degree to be considered for admission to a master's degree program
in sales and marketing, and many programs require students to have a bachelor's
degree in business. Standardized test scores, college transcripts, a personal
essay and letters of recommendation are also required most of the time. Some
programs that focus heavily on sales may require an interview as part of the
admissions process.
Program
Coursework
Coursework in these programs is
often a combination of didactic learning and hands-on learning. Students
commonly participate in sales role-play, collaborative marketing projects and
simulations. The following are examples of class topics that might appear in
the curriculum:
- Consumer behavior and psychology
- Market analysis
- Advertising
- Public relations
- International marketing
- Innovation and new product development
Employment
Outlook and Salary Information
The U.S. Bureau of Labor Statistics
(BLS) groups advertising, promotions, marketing and sales managers together.
The BLS predicted that the employment rate for these professions would increase
13% between 2008 and 2018 due to an increasing number of products.
Continuing
Education Information
Ph.D. programs in marketing are
available through business schools, though the study of sales is just one part
of a doctoral curriculum. Ph.D. students apply advanced concepts like
mathematical modeling to anticipate consumer choices. Most graduates with a
doctorate in marketing pursue positions in research and academia..
How Distance Learning Sales and Marketing Management Master's Degree Programs Work
Students may be required to take courses in a specified sequence. In some distance learning sales and marketing management master's degree programs, participants are grouped into cohorts; cohort members take the same classes in the same order and remain together for the duration of the program. Students collaborate with each other and instructors through course management systems to complete projects and discuss problems and issues from their workplaces.Common Courses in a Distance Learning Sales and Marketing Management Master's Degree Program
Sales and marketing management courses cover several areas of business and related topics, including finance, research methods, consumer behavior, advertising and promotions. Students enrolled in distance learning sales and marketing management master's degree programs may specialize in certain business sectors, including technology and health care.Marketing Management
Students taking courses in this area learn to create, implement and evaluate sales and marketing projects. Candidates become familiar with tools and strategies to manage marketing projects.Marketing Strategies and Techniques
Courses covering strategies and techniques typically emphasize marketing metrics and data mining techniques. Internet marketing strategies are also reviewed.Marketing Research
Marketing research is a core course in sales and marketing management master's degree programs. Students focus on research concepts, including market segmentation and target marketing. Students also learn how to conduct research and interpret results.Consumer Communication
Students review strategies to reach customers through advertising, direct marketing, promotions, public relations and the Internet. Distance learning instructors also cover consumer responses to various communication methods.Customer Behavior
Courses in customer behavior explore how consumers make purchasing decisions. Topics include the impact of various sales and marketing strategies on consumer buying behavior.Sales Management
Candidates learn to hire, manage and motivate sales teams. Students in this distance learning course review classic sales strategies.International Marketing
Distance learning courses in this area emphasize methods for creating global marketing strategies. Students consider the impact of cultural, political and economic differences on international marketing.Online Marketing
Instructors cover marketing through websites, blogs and online communities. Depending on the course, students may design online marketing programs.Promotions and Advertising
Students learn to create, implement and evaluate basic advertising and promotional campaigns. Students examine the role of the campaigns as part of overall sales and marketing strategy.
