Executive Education | Jones College of Business

Professional Selling Masterclass

Mastering the Art of Professional Selling

Have you ever felt challenged by building lasting business relationships or navigating the complexities of customer interactions? Are you looking to sharpen your skills in influencing others and driving successful outcomes? In today’s competitive marketplace, the ability to sell effectively is a critical skill for professionals across all industries. This Professional Selling Masterclass from MTSU Executive Education is designed to equip you with the tools and strategies needed to excel in sales, relationship management, and customer engagement.

For professionals seeking to influence and inspire, this course offers actionable insights and techniques to master professional selling:

Understand the sales process and learn how to guide clients through it with confidence.
Develop strong business-to-business and business-to-consumer relationships built on trust and mutual benefit.
Enhance your communication, networking, and professionalism to create lasting impressions.
Master customer relationship management (CRM) concepts and utilize them to drive results.
Build coaching and feedback skills to lead sales teams effectively.
Adopt ethical and professional sales behaviors to uphold integrity in all interactions.

Whether you’re a business owner, a sales professional, or someone in a customer-facing role, this course will transform your approach to selling, helping you foster stronger relationships and achieve greater success.authority and leave a lasting impression.

Upcoming Dates
March 17, 24, 31 2025

Price: $2700
Delivery: 3 consecutive Mondays; full-day, in-person sessions

Register Today

Showcase Your New Skills

Upon completion of this program, you’ll receive a Certificate of Professional Selling from MTSU’s Jones College of Business. This certificate will highlight your accomplishment and demonstrate your expertise in professional selling. Share your credentials on LinkedIn and other professional platforms to showcase your commitment to excellence in sales.

Upcoming Class

Dates: March 17, 24, 31 2025

Times: 8:00AM – 5:00PM CST

Price: $2700

Delivery: 3 consecutive Mondays; full-day, in-person sessions

Location: Miller Education Center

Address: 503 E Bell Street | Murfreesboro, TN | 37130

Key Takeaways

This professional selling course provides the skills and knowledge needed to thrive in customer-focused roles. You’ll learn how to:

Navigate the sales process with precision and professionalism.
Build and sustain business relationships in diverse settings.
Implement CRM tools to streamline and enhance customer interactions.
Provide constructive coaching and feedback to team members.
Maintain high ethical standards while achieving your sales goals.

Is This Course Right for You?

This program is designed for professionals looking to enhance their selling capabilities and make a greater impact on their organizations.

Business Owners: Gain tools to better engage clients and grow your business.
Sales Professionals: Strengthen your ability to close deals and nurture relationships.
Customer-Facing Staff: Build confidence in representing your organization effectively.
Leaders: Equip yourself with coaching and CRM strategies to drive team success.

Whether you’re new to sales or looking to refine your expertise, this course offers valuable insights and practical skills to help you succeed in today’s competitive business environment.

Meet your instructor

Thom Coats

Thom is dedicated to bridging the gap between the next generation of business professionals and the competitive corporate world. As the leader of the Center for Professional Selling at Middle Tennessee State University, Thom specializes in teaching professional selling and sales management, equipping students with the skills and training they need to thrive in any sales organization.

What Drives Thom
With professional sales being one of Tennessee’s most in-demand career fields, Thom’s work focuses on preparing students for roles like sales representatives, account managers, and sales managers across a variety of industries. His efforts address a critical workforce deficit, ensuring students are ready to seize the abundant career opportunities while helping businesses find the skilled professionals they need.

A Wealth of Experience
With over 20 years of experience providing innovative solutions to the business community, Thom is uniquely positioned to help companies connect with career-ready talent from MTSU. His mission aligns with the university’s goal of fostering meaningful connections between businesses and students, ensuring graduates are productive from day one.

Outside the Office
Beyond his professional commitments, Thom invests his time in his church, his family, and his community, reflecting a deep commitment to personal growth and making a positive impact in every sphere of life.

Strengthen professional selling skills as you…

Enhance your self-awareness to identify and address personal barriers to effective selling and relationship-building.
Master the art of storytelling to connect with customers, communicate value, and inspire trust.
Learn advanced techniques for organizing sales pitches, maintaining client engagement, and delivering your message with clarity and confidence.
Develop strategies to adapt your selling style for diverse customer needs, industries, and dynamic market environments.
Customize your sales approach by creating a personal action plan for continuous growth and professional development.

This course will empower you to sell effectively and confidently, whether you’re negotiating with clients, presenting to stakeholders, or leading a sales team.

Questions? Contact us.

To learn more about this course, contact us at JonesExecEd@mtsu.edu.

Jones College of Business Executive Education courses are non-credit, non-transferable professional courses, and are not eligible for credit in an academic program at Middle Tennessee State University.