Professional Sales Ready Certification

Online | March 3 - April 21, 2020 | T/TH

7:30 p.m. to 9:00 p.m. EST

About the Instructors

Debbie Holzkamp

President, Founder, Entrepreneur and Virtanza Sales Educator

Background: Sales executive and leader, led sales organizations of 400-plus staff for large multinational companies, including Freedom Communications, Knight Ridder and Gannett. 32 years of sales/executive experience.  Education: BA, Florida Atlantic University

Jim Hymes, Lead Virtanza Instructor

Background: Seasoned sales strategist, performance coach, and entrepreneur. Has worked with Fortune 500, including SAAS, and privately held companies, including Afilias, in the technology, digital marketing, and sales coaching/training arenas. Education: BA, University of Notre Dame; MBA, Stephen M. Ross School of Business, University of Michigan

Bernice Burns, Certified Virtanza Instructor

Background: 30-plus years of experience in advertising and marketing.  Former executive at Dow Jones & Company, parent company of The Wall Street Journal, and Vice President of Advertising for the Los Angeles Business Journal. Education: BA in English from Connecticut College; MBA from John E. Anderson Graduate School of Management, University of California at Los Angeles

Ann Kuga, Certified Virtanza Instructor

Background: 35-plus years as a senior-level talent development professional with extensive experience in change-oriented initiatives and leadership/team development for companies that include Panasonic Avionics, Experian and Freedom Communications. Education: BS, University of Idaho; M.Ed, Idaho State University; Ph.D., Oregon State University

Michael Gersten, Certified Virtanza Instructor

Background: Sales and marketing executive, 30-plus years of experience selling and managing teams at Andersen Consulting, Ascend Consulting, and others. Education: BS, Wharton School of Business; MBA, University of Michigan

Ibby Vores, SHRM-SCP, Certified Virtanza Instructor

Background: Senior Certified HR Professional recognized by the Society for Human Resource Management, curriculum developer, writer and editor. 38 years as Communication Manager and Senior Human Resources Manager at the Miami Herald Media Company. Education: BA in English Composition, DePauw University

Diana Sifford, Instructor

Background: Diana bridges the best of both worlds between corporate leadership and higher education.  She has held senior-level corporate strategy and business development positions within the healthcare industry and currently provides executive training in the career management field. She has expertise in working with a diverse group of adult learners and university students and is adept at ensuring their mastery of critical skills and course content by using current technologies and best practices in higher education. In addition to working with Virtanza, she is an Adjunct Professor of Marketing and Management at California State University Fullerton and Long Beach.

Jim Kempton, Instructor

Background: Leadership expertise in corporations, small business and non-profits, sports industry sales and marketing for firms such as Billabong USA and Quiksilver, Inc. Education: BA, Journalism and Marketing, California Western University; MBA in International Business, United States International University (San Diego, CA).


This 7 week, 33 hour, non-credit online Sales Ready Certification Program is highly interactive. It uses revealing assessments and true- to- life role plays to prepare students for successful sales careers that align with their strengths. It also enhances and strengthens the skills anyone needs to succeed in today's in-demand job market.

Current open sales roles in the Dayton region -

  • Entry Level Sales in Marketing/Advertising | $66,000/year 
  • Sales Trainee | $54,000/year
  • Sales Consultant | $45,000/year
  • Retail Account Manager | $68,000/year
  • Inside Sales Executive | $74,000/year

*Position data from

Earn Your Digital Badge Credential!

Earners of the Clark State Professional Sales Ready Certification badge have demonstrated an ability to effectively take a customer through the life cycle of a sale. Students mastered research, qualifying the prospects, applying negotiation tactics, and calculating a compelling ROI. Students demonstrated knowledge of customer relationship management CRM technology, sales goal planning, critical thinking, articulation, and communication skills. 

Share your credential across various social media platforms and link directly with job boards, recruiters and open positions! 

Learning Objectives -

Students will participate in eleven sales modules and four branding and interviewing modules. The course provides a comprehensive sales education and introduction to sales career roles, including utilizing the highly predictive Chally Assessment sales profile and employer provided role-plays, extensive instruction in consultative techniques and communication building - plus interview, resume and personal branding tools. A sample of learning objectives includes;

1.) Demonstrate mastery of the consultant sales method.

2.) Apply prospecting and background research methods.

3.) Utilize data tools, including Salesforce CRM.

4.) Conduct a customer needs assessment dialogue that leads to a customer commitment to a proposed solution or plan. 

5.) Articulate proposed solutions to address customer challenges and needs, with a clear ROI.

6.) Close customer through logical, incremental steps.

7.) Prepare for a job interview, develop a resume and build a personal brand.

8.) Use social media techniques to identify business prospects, networking and connecting to decision- makers. 

Graduates of the course can receive up to eight 15- minute career coaching sessions, to help version resumes, cover letters, practice interviews and for engagement with employers in the Virtanza network. 

Course Cost - $3,692.00

Textbooks (not included) -

  • Virtanza: The Art and Science of Successful Selling for the Business-to-Business Sales Professional, by Debbie Holzkamp
  • Never Split the Difference, Negotiating as If Your Life Depended on It, by Chris Voss

(estimated cost for additional textbooks $50.00)

Enrollment process - 

1) Application and payment (Enroll Now, below.)

2) Career Profile Assessment*

3) Four WorkKeys Practice Tests*

  Applied Math

  Graphic Literacy 

  Workplace Documents

  PC Hardware, Software, and Network Basics

4) Provide Cover Letter and Resume*

*Links and instructions provided after enrollment

**See additional course requirements, including software and internet access, below. 

*This course will be held online, in a live classroom on Zoom. Students will need a computer with reliable high-speed internet access, Zoom access (link will be provided), Microsoft Word and PowerPoint, Microsoft 2016/365 for Mac or PC, PC/MAC with built-in web camera, phone and headset with microphone. Class requires the purchase of two textbooks, book and supply list provided at time of enrollment. 


Workforce and Business Solutions
Clark State Community College