From negotiation to decision-making—Find out about the unique set of skills students gain from studying an MBA in Sales
Whether you realize it or not, you’re selling almost every day of your life.Even something as simple as convincing a friend to join you for lunch requires sales skills: you need to get a sense of whether they’re likely to agree, you have to outline the benefits, and then make a proposal you think they will accept.
It rams home the point that sales is a valuable skill in both your personal and professional life. Recognizing this, the University of New Brunswick (UNB), Saint John in Canada is now including a business development and sales specialization as part of its one-year MBA program.
Here are some of the skills you can expect to gain from an MBA in Business Development and Professional Sales.
1. Analytical skills
There’s an oft-repeated mantra in sales that in order to sell more, you simply have to work harder. While that may sometimes ring true, you still need to know where to channel that extra energy. That’s where solid analytical skills come in handy.
“The analytics focus your time on where you should push that effort,” says Peter Kerr, associate professor and chair of applied research in sales at the University of New Brunswick, Saint John. “What kinds of customers should that effort be expanded on? Should I be prospecting, or should I be closing?”
Peter goes on to say that although analytical skills would barely have registered among the demands of employers 20 years ago, they are now vital for any sales related role.
“Analytics is now one of the number one skill requirement that is recruited for by sales recruiters, and according to research I did last year, is highly correlated to sales performance.”
2. Negotiation
Though a career in sales has changed dramatically in the last 20 years, one skill that remains as valuable as ever is negotiation. And it’s important to reiterate that just like any other skill, negotiation is something that can be practiced and improved over time.
Really good negotiation comes down to good preparation. It’s about knowing what your customer is looking for, the best alternative to negotiate an agreement, and when to walk away from a deal.
In the MBA program at UNB Saint John, students develop their negotiation skills through a series of role playing activities. One day they could be a lawyer, defending a case in front of a judge. The next, they might be acting as the CEO of a major corporation. Modupe Ihimekpen is a graduate of the university’s specialist, one-year MBA in Business Development and Professional Sales, and says the skills she has learnt in these scenarios can be applied to any industry.
“Now I think I have all the skills that I need to be a good negotiator, not necessarily even being in the banking industry. If I find myself in this industry, the music industry, wherever it is, I now understand that negotiation is a skill.”
3. Entrepreneurship
Though employers value sales skills more than ever, they’re just as important if you’re planning on going it alone.
“A lot of our students want to be entrepreneurs, and they know the minute they open their business, they've just chosen to be their chief sales officer,” explains Peter.
And it’s true: things like finding new customers, negotiating a price, and sealing a deal are some of the most important first steps for any new business to take. Modupe recognized these skills as key pillars for her own entrepreneurial ambitions.
“In any role you find yourself, especially when you plan to have your own business like I do, you need to learn [to sell], right?” she says. “You need to understand how to sell: as CEO, as a project manager, as an IT professional. You need to be able to sell your ideas to people.”
4. AI mastery
AI is affecting pretty much any industry you can think of in 2024—and sales is no different. UNB Saint John’s MBA in sales is preparing to introduce an AI-driven tool to help students sharpen their skills in a pressure-free environment.
“It allows the students to carry on a sales role-play with an app, as opposed to with another individual,” says Peter. “So you're basically having a conversation with an artificial intelligence buyer, and students are often more comfortable doing that. They can do it over and over again to improve.”
Students can also input their arguments into the tool, so they can get back potential counter-arguments. It’s a useful way of pre-empting responses from potential clients or customers.
“Not only does the AI respond in a way that is appropriate and realistic, but it's also scoring the student and how they're managing the conversation. So they get a detailed report of how they did, and they can come back and go around and do it again and again,” adds Peter.
5. Decision-making
But if sales comes down to one thing, it’s perhaps an understanding of what makes people tick. If you can put yourself in the shoes of the person at the other side of the table, you can anticipate what they want out of a deal.
That’s why UNB Saint John’s MBA in sales also delves into behavioral economics, helping students to understand why consumers make the decisions they do. They also learn how to manage the various interactions throughout that decision-making process.
Master the art of decision-making, and you’ll also master the art of sales.
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Electrical & Computer Engineering
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A quality program for a mechanical engineer
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The oldest university of Canada with most affordable fee structure. That is why it is the heaven for foreign students who wish to accuire quality education with less fee.
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One of the cheapest university in canada. I have really enjoyed my time here. Professors are great. Really good future opportunities. Everyone is very welcoming to international students here. The province is super cheap while comparing to other provinces.
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The University is excellent in terms of infrastructure and wide variety of programs available. It has a beautiful campus with a lot of extracurricular activities going on in the campus. I would definitely recommend it to other prospective students looking forward to their undergrad and grad program.
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I had the privilege of pursuing the Master of Electrical Engineering program at the University of New Brunswick (UNB), and I am delighted to share my review of this transformative academic experience.
From the moment I stepped onto the UNB campus, I was impressed by the vibrant and inclusive learning environment. The faculty and staff members demonstrated unwavering support and commitment to the success of their students. Their expertise, coupled with their passion for teaching, created an engaging and intellectually stimulating atmosphere.
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The faculty members played an instrumental role in my academic and professional development. Their mentorship and guidance went beyond the classroom, as they encouraged critical thinking, fostered innovative ideas, and instilled a passion for lifelong learning. The professors' open-door policy and willingness to engage in thought-provoking discussions created a supportive and stimulating academic community.
Furthermore, UNB's emphasis on practical experience and industry collaboration enhanced the program's relevance to the professional world. Through co-op placements, internships, and networking events, I had numerous opportunities to connect with industry professionals, gain practical insights, and build valuable relationships. These experiences not only bolstered my technical skills but also provided a platform to apply classroom knowledge in real-world scenarios.
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In conclusion, the Master of Electrical Engineering program at the University of New Brunswick surpassed my expectations in every aspect. The program's rigorous curriculum, research opportunities, dedicated faculty, practical experiences, and inclusive community have shaped me into a well-rounded and highly competent professional in the field. I am immensely grateful for the transformative educational journey and the countless opportunities for growth and success that UNB provided.
I wholeheartedly recommend the Master of Electrical Engineering program at the University of New Brunswick to aspiring students who seek a world-class education, impactful research experiences, and a supportive academic community that nurtures personal and professional growth. UNB is a place where dreams turn into realities, and the possibilities are limitless.
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UNB is one of the best university in Canada that is pocket friendly and also allows all its students to do co-ops. University of New Brunswick is a highly respected institution that provides students with an exceptional academic experience and numerous opportunities for practical experience and personal growth. The university's commitment to research, innovation, and sustainability, combined with its vibrant campus community and location in one of Canada's most charming cities, makes it an excellent choice for prospective students seeking a well-rounded and fulfilling university experience.
World-class education in a beautiful city
The one-year MBA program offers a fast-paced and intensive learning experience that is divided into five modules. This exceptional opportunity is designed for seasoned professionals who possess a wealth of work experience and seek to expand their knowledge and skills in a shorter timeframe. The small class sizes foster an interactive and engaging learning environment, allowing students to develop the necessary competencies to achieve career growth and advancement. With a focus on practical application and hands-on learning, the program equips students with the skills and expertise needed to excel in their chosen fields.
