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Sales and Customer Relationship Management

R. Kirk Landon Undergraduate School of Business


This certificate program is open to all undergraduate degree seeking students in the university, regardless of major, as well as non-degree seeking individuals.

It is intended for individuals who desire to pursue careers in sales and customer relationship management-related positions, regardless of the industry, and is designed to enhance an one’s knowledge and skills essential in managing sales and customer relationships.

If you are interested in pursuing this degree, contact us today.

Why Apply?

Degree seeking students can earn this certificate along with their bachelor's degree -- regardless of major -- to gain a more focused and enriching program of study and become more desirable to employers.

Non-degree seeking students are also able to take this certificate in order to enhance their professional portfolio.

Having focused knowledge of a particular business area helps certificate participants be more successful when it comes to doing the "business" of their respective fields of interest.

There are many benefits of earning this online certificate:

  • Greater access to employers and greater marketability to those employers
  • More interaction with professors in the targeted field
  • Personalized advising and career guidance 
  • Seminars, corporate tours, and other events that connect you with business communities
  • Integrated coursework that forms a cohesive structure and is geared toward employment
  • The satisfaction of having a truly focused understanding of a key topic area


To earn a certificate in Sales and Customer Relationship Management, students need to complete six courses (18 credits) with a minimum GPA of 2.75 across all courses and no grade below a C. 

Required Courses

Introduction to Marketing MAR 3023
A descriptive study emphasizing the functions and institutions common to marketing systems.

Personal Selling MAR 4400
Development of effective sales skills, including listening, questioning, presenting, objection handling and closing, needed to build long-term relationships. Emphasis on practical application.

Customer Relationship Management MAR 4860
The study of CRM as an important strategic tool in consumer goods firms, financial, health and tourist services, business-to-business firms, and in e-marketing strategies. Emphasis on the people, process and technology requirements needed to create a customer-centric organization that uses business intelligence.

Advanced Professional Selling  MAR 4415
Advanced instruction, one-on-one coaching and skills development in interpersonal communication skills, objection handling, closing and team selling, through prospecting, sales calls and presentations. Use of current sales techniques and sales software.
Note: This course is not offered online.

Elective Courses (Select 2 of the following 3):

Business-to-Business Sales and Marketing MAR 4404
Development of strategic plans to develop marketing plans for business customers and to manage major accounts, with emphasis on the supply chain, purchasing units, and the segmenting and targeting of organizational markets.  

Decision Making and Negotiations MAR 4643
Study of individual and group level judgment and decision making methods for de-biasing these processes. Use of techniques for maximizing one's negotiating effectiveness.

Sales Management MAR 4403
Analysis and management of the field sales role with emphasis on building an effective sales organization and controlling and evaluating the sales force, to achieve the sales goals of an organization.


To apply for admission to this program, you should complete an application form and submit it to: College of Business Adminstration, Department of Marketing, Attention: Jacqueline Herrera, Adminstrative Coordinator, University Park - RB 307B Miami, Florida 33199. You may also obtain the application form by mailing your request to that address.

Please note that online courses may require a proctored midterm and/or final exam(s). Please review our Proctored Exam Instructions page for further information. 

Note: Students wishing to participate in more than one certificate program MAY NOT use the same course(s) to satisfy both program's requirements.

If you have specific questions about the program, contact Professor Nancy Rauseo at xrauseon@fiu.edu.

If you have specific questions regarding the application process, contact Jacqueline Herrera either by telephone: 305-348-2571, fax: 305-348-3792, or e-mail jacqueline.herrera2@fiu.edu.

Tuition & Aid

Pursuing your online education is one of the best investments you can make – one that will open doors to personal and professional opportunities. Our tuition costs represent some of the best value in higher education, and we also offer financial aid support you need to reach your goals.

Students enrolled in an online certificate program at FIU will not be charged many of the fees applicable to on-campus students, saving fully online students hundreds of dollars per semester. Please note fully online students do not have free access to FIU’s on-campus resources such as: computer labs, sporting events, recreational facilities, parking, etc.

Please note: On-campus students pay regular tuition costs and fees. For more information visit Costs & Aid.

Florida Residents

Florida residents enrolled in this online certificate program pay standard university tuition ($155.61 per credit hour), a Student Financial Aid Fee ($5.16 per credit hour), as well as the Distance Learning Fee ($53.33 per credit hour). The total cost (tuition plus fees) for a 3-credit course is $642.31.

Non-Florida Residents

Non-Florida residents pay a flat rate of $333 per credit, which is $999 per 3-credit course. This special discounted tuition for this online certificate program saves non-Florida residents over $1000 per 3 credit course when compared to non-Florida resident students taking online courses outside of this program. Apply now to take advantage of this special rate.

@ A Glance

18Credits Required

$15561/ $33300
Tuition per Credit
  • Online certificate