Featured in the Sales Education 14Th Annual Magazine

Funded by:

Sales Education Foundation Elevating the Sales Profession Through University Education

BUILD A MORE CREATIVE, 2020 COMPETITIVE SALES TEAM. University Sales Education Career Selection & Alignment Sales Research Grants

Assessments, strategies, and techniques based on Pg. 10 our industry-leading research. 2020 TOP UNIVERSITIES FOR PROFESSIONAL SALES EDUCATION The most comprehensive listing of graduate GrowthPlay provides industry-leading research, predictive talent analytics, and undergraduate sales education offerings. and advisory services to businesses globally. We work with our customers to ensure they have the data needed to grow sales and make informed, Pg. 1 Pg. 32 evidence-based sales talent management decisions. Letter from the Editors What is a Sales Tech Stack Our 14th edition focuses on Cilley & Peterson shed light To learn more about Predictive Sales Assessments, visit technology. on technology. Pg. 2 Pg. 34 https://growthplay.com/chally-assessment/chally-predictive-assessments Don’t Fear the Future of AI Is a DBA Right for You Tracey Wik on what sales Andrew Artis on things to organizations can do. consider.

Pg. 5 Pg. 36 Embrace or Replace What is Social Selling An exploration by the team Bob Nadeau is back. of Pullins & Jones. Pg. 38 Pg. 6 SEF Research Grant Virtual-Visual Playbooks Insights Hall & McClendon on impact of playbooks. Jason Jordan highlights published research. Pg. 41 Picture This-Complexity Pg. 8 Sales Skills are Skills of Role Dixon, Hall & Chaker highlight for Life challenges. Loring & Parish share university enhancements. Pg. 42 University Sales Pg. 28 Equality, Parity and… Competitions SEF provides redesigned feature. Barry Trailer on stereotypes and the battle

Pg. 31 Become a Sales Professor 800.254.5995 | [email protected] | growthplay.com USCA list of contacts.

ISSUE 14 2020 thanks the members OVER students from OVER 2008 $200,000 26,500 FROM THE EDITORS of our board who continue to provide insight and contributed through research grants, universities provided opportunities through + TH support for our efforts. SINCE SEF-sponsored events/ workshops and 90 SEF’s Career Development Program OUR 14 EDITION INCLUDES MANY INTERESTING scholarships ARTICLES FROM INDUSTRY SALES PROFESSIONALS EXECUTIVE BOARD AND LEADING SALES ACADEMICS. ONE CENTRAL : Sally Stevens OUR MISSION THEME EMERGED THROUGHOUT— Executive Director Sally C. Stevens SEF Co-Founder Executive Director SALES APPROACHES ARE IMPACTED BY NEW ELEVATING THE SALES PROFESSION THROUGH UNIVERSITY EDUCATION Jon M. Hawes TECHNOLOGY AND MUST ADJUST TO CONSTANTLY Indiana State University (retired) CHANGING CONDITIONS IN THE MARKETPLACE. Mike Jenkins AT&T Global Business Solutions Readers will enjoy our feature article on artificial

UNIVERSITIES OVER intelligence and what organizations can do to help their Jason Jordan participated in the Career $26,000 Vantage Point Performance IN 2019 given in support of sales research and sellers embrace AI. Other guest authors provide articles 53 Development Program (CDP) sales-related events/conferences on topics including how sales stack technology is an Connie Resendes essential resource, whether there is a level playing field Morningstar, Inc. (retired) Marty Holmes in sales and debunking current sales myths. Additional Jack Rhodes Associate Director University of Washington took Chally assessment topics include how one university program is focusing STUDENTS on using new technology, how others are providing Howard Stevens +3,500 SEF Co-Founder multiple opportunities for students and how the increased availability of a D.B.A. might lift sales education programs.

The main focus of our ANNUAL magazine has never ADVISORY BOARD changed—the list of universities offering Sales education Leff Bonney Florida State University opportunities to their students, or as we call them—the THANK YOU FROM SEF “Top Sales Universities.” As we’ve stated before, the Bruce Chesebrough A SPECIAL WORD OF THANKS TO THOSE ORGANIZATIONS LISTED BELOW WHO SUPPORTED SEF DURING THE PAST YEAR: very first SEF listing featured 27 universities. Now 14 years TPG Capital, Inc. GROWTHPLAY WEBER STATE UNIVERSITY, ALAN E. HALL TEXAS A&M UNIVERSITY, REYNOLDS & later, you’ll find 147 North American universities in the 2020 Scott A. Inks CENTER FOR SALES EXCELLENCE REYNOLDS SALES LEADERSHIP INSTITUTE Kennesaw State University BALL STATE UNIVERSITY, listing. In addition there are 19 International universities CENTER FOR PROFESSIONAL SELLING TEXAS STATE UNIVERSITY, MCCOY COLLEGE OF FLORIDA INTERNATIONAL UNIVERSITY, featured. We continue our tradition of collecting, analyzing Mike Kunkle BUSINESS CENTER FOR PROFESSIONAL SALES GLOBAL SALES PROGRAM KENNESAW STATE UNIVERSITY, and sharing data on these universities who provide high SPARXiQ CENTER FOR PROFESSIONAL SELLING UNIVERSITY OF DAYTON, FIORE TALARICO INDIANA UNIVERSITY, KELLEY SCHOOL OF quality professional sales education to their students. Robert Peterson CENTER FOR PROFESSIONAL SELLING BUSINESS, CENTER FOR GLOBAL SALES UNIVERSITY OF WASHINGTON, JACK & ANN Northern Illinois University LEADERSHIP Explore the information and connect with the contacts RHODES PROFESSIONAL SALES PROGRAM UNIVERSITY OF CENTRAL FLORIDA listed to learn what each unique program is doing. PROFESSIONAL SELLING PROGRAM Lori Richardson Score More Sales We thank those involved in professional sales education— Ellen Pullins whether an educator, administrator, professional or University of Toledo program sponsor company—each are responsible for A SPECIAL THANKS TO THOSE INDIVIDUALS LISTED BELOW WHO SUPPORTED SEF DURING THE PAST YEAR: David Roberts helping this discipline gain recognition. We continue to University of North Carolina HOWARD AND SALLY STEVENS BARRY TRAILER, SALES MASTERY BOB MCCLENDON, DSG CONSULTING see tremendous growth in the university sales education TRACEY WIK, GROWTHPLAY DAN CILLEY, VENDOR NEUTRAL ANDREA DIXON, BAYLOR UNIVERSITY space and are excited to be a part of “elevating the sales Lee B. Salz Sales Architects | ELLEN PULLINS, UNIVERSITY OF TOLEDO ROB PETERSON, KATIE HILL, ARKANSAS STATE UNIVERSITY profession through university education.” DEIRDRE JONES, UNIVERSITY OF TOLEDO NORTHERN ILLINOIS UNIVERSITY NAWAR N. CHAKER, LOUISIANA STATE UNIVERSITY The Revenue Accelerator JASON JORDAN ANDREW ARTIS, MS. JEANNE M. FRAWLEY We hope you enjoy our 2020 edition! Jane Sojka UNIVERSITY OF SOUTH FLORIDA TAMPA ANDREW LORING, TEXAS A&M UNIVERSITY APOGEE TELECOM University of Cincinnati BOB NADEAU, PLYMOUTH STATE UNIVERSITY JANET PARISH, TEXAS A&M UNIVERSITY ZACH HALL, TEXAS CHRISTIAN UNIVERSITY Rosann Spiro Indiana University, Professor Emeritus SALLY C. STEVENS MARTY HOLMES Barry Trailer @Sales EdOrg Sales Mastery Be a part of it www.facebook.com/ www.salesfoundation.org SalesEducationFoundation/ The Sales Education Foundation is a component fund http://bit.ly/LinkEDSEF of The Dayton Foundation, a 501(c)(3) public charity.

PREPARING STUDENTS FOR A PROFESSIONAL SELLING CAREER 35 LETTER FROM THE EDITORS 1 DON'T FEAR THE FUTURE OF ARTIFICIAL INTELLIGENCE WHAT SALES ORGANIZATIONS CAN DO TO HELP SELLERS EMBRACE AI

automating repetitive, mundane tasks like updating later went on to be syndicated. It won over audiences ONE OF THE BIGGEST CHALLENGES CRM fields, most sellers are frightened by the mere across demographics because of its consistent SALES ORGANIZATIONS FACE TODAY mention of AI. They fear robots are coming for their storyline and Joe Friday’s ruthless pursuit of the jobs. It is not just that they will take their jobs, but in truth. In most episodes, as Detective Joe Friday was IS KEEPING UP WITH THE VOLUMINOUS the process, develop a mind of their own replacing interrogating a suspect, he would declare, “Just the AMOUNT OF INFORMATION COMING the need for human beings altogether. According to facts, give me just the facts.” a survey conducted by Oxford University’s Center AT THEM ALL DAY. for the Governance of AI1, many people today The amount of misinformation and hype surrounding AI is at a fever pitch. The overarching goal of the sales This information takes the form of buyer preferences, product fear a future where mechanisms of AI become too intelligent. executive is to create a team that can consistently knowledge, competitor intelligence, community knowledge, provide revenue and profit in alignment with the value creation—the list goes on and on. Essentially, everything Fearing the future won’t stop it from arriving. It is the company’s overall financial goals and strategic today is a source of data. In fact, there is so much information job of sales leaders to debunk these fears, and work direction. By sticking to just the facts about AI, you coming at sellers everyday most sales organizations struggle with sellers to ensure they have the right tools and have the knowledge and ability to bring others along with how to equip sellers with the right tools, content, and sales enablement strategies and tactics in place for with its possibility rather than be paralyzed by its coaching and training to not be overwhelmed. success. Buyers are demanding increasingly more potential threat. This will help you accomplish this Many sales organizations are turning to AI tools to help sophistication from sellers, and this trend keeps primary goal. accelerating. Sales is a complicated profession organize this flow and help sellers be more efficient and To understand AI’s possibilities on sales, you need to productive. The marketplace for AI technology is growing with many competing priorities. As more and more sophisticated new sales tools are available, more know what it is and what it isn’t. In short, AI is a broad every day. McKinsey & Company predicts AI will contribute concept referring to machines carrying out tasks $1.4 trillion to $2.6 trillion of value in marketing and sales. new challenges arise, particularly in the areas of training, integration, and getting full value. in a way we’d describe as “smart.” It isn’t meant to Throwing technology at the sales team, of course, is nothing replace human jobs — it’s meant to enhance them. new. The product category known as Sales Force Automation So, what can organizations do to help sellers understand AI and its capabilities? Related to AI is machine learning, an application of AI (SFA) is at least two decades old. The emphasis was on making that feeds data back into machines so they can learn sales processes repeatable and standardized, with reps based on that information. If you’ve ever used an following a standard set of behaviors at each stage of the WHAT AI IS AND WHAT AI IS NOT email spam filter or seen Netflix’s suggested shows process. The adoption of such tools has always been an issue, and movies laid out for you, you’ve seen AI and I might be dating myself with this reference, but sales but no one can argue with the influence these tools have had machine learning at work. on sales force management. leaders can borrow a page from Joe Friday’s book. Joe Friday was the lead detective in Dragnet, an Let’s also consider what AI isn’t. It’s not a horde The promise of AI tools is to make us more human not less, but American television series, based on the radio series of robots. It’s not emotional the way humans are somehow that message is being lost. Rather than looking to of the same name. The series was a crime drama that because there’s no reason to program it as such. It’s AI tools to make their day-to-day workflow more strategic by

DON"T FEAR THE FUTURE OF AI 3 best at carrying out simple, repetitive tasks quickly and uniformly. It offers an opportunity for sellers to TIME AND CO-CREATION stand out, but only if they adopt a growth mindset One of the best ways to empower sellers to use tools REPLACE OR EMBRACE? about the tools and what they make possible in how is to understand how they use their time. While being they serve their customers. productive has always been a priority for sellers, time management is becoming even more important to HOW SALES TECHNOLOGY IS AFFECTING THE SELLING PROCESS succeeding in sales. AI can have exponential impact MORE NOT LESS on sales, but only if sellers can easily see it working for them. Sellers have little patience for what doesn’t To help sellers bridge the digital divide between IF YOU DO A QUICK BROWSER SEARCH ON TECHNOLOGY AND SALESPEOPLE, YOU WILL PROBABLY SEE SOME DIRE HEADLINES. work. traditional sales technology and the technology of the future, offer the perspective of more not less. AI To increase sales force adoption, begin by EXTRA! EXTRA! READ ALL ABOUT IT! offers the opportunity for sellers to do more of what understanding where their productivity is being Salespeople to become obsolete – Millions of sales jobs to disappear. they like to do, not less. thwarted. You can do this by surveying them, or by spending time understanding what a day in the life Obviously not everyone agrees, but the discussion is hap- enhancing relationships. How our partners use social media According to CSO Insights, currently, salespeople of your sellers entails. This allows you to partner pening. Will technology replace the traditional salesperson? varies greatly, but the purpose is the same. Several partners are spending 35.9% of their time selling, with the Or will it work side-by-side with the salesperson to enhance indicated they like to have personal information online to be with them and co-create the sales process. By rest of their week consumed by other tasks. Why the selling process, embraced by the sales professional? more “real” to clients, while others used only professional understanding their day-to-day workflow, you can is this? Think about the amount of time sellers vehicles and provide business information for customers. see where they are losing time and deploy AI tools At the University of Toledo, we asked our corporate advi- Meghan Clisch, Regional Manager, Hilti, noted she likes spend doing things that are not directly tied to accordingly. sory board what they thought. We wanted to know: 1. how to connect with her clients via technology like LinkedIn to generating revenue—gathering market intelligence, new technologies are affecting the sales process, and 2. strengthen relationship building. The bottom line is that so- administrative tasks, researching competitors, At the end of the day, they might still be fearful of how they are preparing for it. Overall, our partners are em- cial media can and does provide for relationship enhance- bracing technology for both the changes and the improve- keeping up with product enhancements, and email robots taking over, but more activity, even if it is done ment through trust and credibility building. for sales related purposes. Add in social selling ments it will bring. They are not anticipating technology will for you by an AI tool, means more sales. All sellers replace salespeople. Instead they are preparing. Chelsea The other major technology on the horizon is Artificial activities and catching up with colleagues with newly can embrace that. Benton, Director, Northwestern Mutual noted that NWM has Intelligence. Our firms are watching developments closely launched Slack channels, it is no wonder that any made major changes in its training by “dedicating at least here. The one thing they were confident about, at this point, seller makes quota at all. 50% of our sales process training to leveraging technology is that they will embrace AI to help salespeople better serve and assuring it incorporates the utilization of different digital customers, but they do not see it replacing their salesforces. Deploying AI tools should allow for the insights to be marketing/social media platforms.” automated, more accurate and faster, freeing sellers In the end, good selling process has long been about un- The major change those we talked to see is that technology derstanding customer needs. That won’t change. According up to spend the time doing what they like to do changes how time and space impact the selling process. No to Sam Toaso, Regional Manager, Hilti, “Customer Needs most—delivering value to their clients. longer does a client have to wait for an answer until tomor- are the root. We need to stay aligned with the needs of our row. No longer is the salesperson limited by geography for customers when it comes to technology. If we are doing that sales meetings. Technology results in 24/7 accessibility for right, we’re probably using technology right too.” Ultimately, customers all over the world. Online technologies provide it is about “shifting to work alongside technology… it is still HERE ARE JUST A FEW EXAMPLES OF answers at the touch of an icon. Web conferencing technol- very important that the process is carried out and that the ogies tear down borders and enable the selling process relationships are built. That’s not changing,” says Autumn WHAT AI CAN DO FOR SALES: anywhere. The belief is that there is more opportunity, not Mickens, Talent Specialist, Enterprise Rent A Car. • Analyze which leads are most likely to convert to deals less, for the technology-savvy salesperson. • Analyze past deals and discover how to use that 1 https://governanceai.github.io/US- While technology changes some things, it also improves the ELLEN PULLINS selling process and customer relationships. For example, University of Toledo information to structure new deals Public-Opinion-Report-Jan-2019/ai- big data provides more insights about customers, even at policy-and-u-s-china-relations.html the one-to-one level. Partners report technologies that can • Deliver data insights by combining micro-learning, identify good prospects, or provide a profile of a potential sales enablement, video coaching, and live events customer, up to and including social style based on social media use. Customer research becomes easier and bet- • Predict utilization of sales collateral ter. Relationship building does too. Steve Kosinski, Sales • Provide sales reps AI-generated response suggestions Operations Leader, Owens Corning, notes that OC is using technology to empower the salesforce, not replace it. The DEIRDRE JONES University of Toledo during live customer conversations key is “technology can help the salesperson get the right information to the right people in the right way. Using the right • Remove bias in the interviewing process vehicles is important to every company’s success.”

• Deliver relevant content by selling stage Social media is another technology impacting selling right for salespeople to follow-up TRACEY WIK now. Our partners believe social media provides a way for GrowthPlay salespeople to build trust and credibility with customers,

4 SALES EDUCATION FOUNDATION HOW SALES TECHNOLOGY IS AFFECTING THE SELLING PROCESS 5 BE A PART OF IT RESEARCH GRANTS CONTINUE www.salesfoundation.org AWARD RECIPIENTS @Sales EdOrg www.facebook.com/ TO YIELD PRACTICAL INSIGHTS SalesEducationFoundation/ http://bit.ly/LinkEDSEF

Since 2011, the Sales Education Foundation has INVESTIGATING THE DRIVERS AND MEASURING INFORMAL disbursed more than $125,000 in grants to promote high-quality research into the real-world practices of IMPACT OF SOCIAL MEDIA USAGE ORGANIZATIONAL CONTROLS salespeople and sales leadership. Introduced with the AMONG SALES PROFESSIONALS ON B2B SALES PERFORMANCE support of sales luminary Neil Rackham, these grants PAOLO GUENZI & ED NIJSSEN—2017 GRANT RECIPIENT STACEY MALEK, SHIKHAR SARIN, & BERNARD

have enabled university researchers around the world Social media has become commonplace in most JAWORSKI—2017 GRANT RECIPIENT to accelerate the growth of our profession’s body of salespeople’s toolkits, yet little research has been Within sales forces – just like other parts of the done on these relatively new technology platforms. knowledge. organization – there are two fundamental types In their research project, Paolo Guenzi of the SDA of organizational control. First there are formal Bocconi School of Management and Ed Nijssen of the controls that are determined by management, In 2019, two previous award recipients published Eindhoven University of Technology investigated how such as policies, procedures, and proclamations. sellers actually used social media and what impact Then there are informal controls that are in the their completed research projects. We are thrilled to it had. More specifically, Guenzi and Nijssen studied hands of the team, such as social recognition, self- congratulate these two teams on their accomplishment 385 salespeople to determine what drove both their policing, and cultural norms. While there has been motivation to use social media and their ability to use it plenty of research on the former, there has not and to highlight the insights of their effort. productively. been much on the latter.

The researchers discovered that a salesperson’s Malek of Grenoble Ecole de Management, motivation to engage on social media was determined Sarin of Boise State University, and Jaworksi of by 1) the market readiness of the technology, 2) the Claremont Graduate University studied 750 B2B influence of their peers, and 3) their organization’s salespeople and found that informal controls support of its usage. They further found that the play a meaningful role in both the job satisfaction salespeople’s ability to integrate social media into and the performance of sellers. In particular, they their job was influenced by the technology’s readiness discovered that rewards and punishments that and their peer’s influence. Not surprisingly, the more were social, cultural, and even self-administered motivated and able they were to employ social media, had a highly influential effect on salespeople. the more often they used it. Finally, Guenzi and Nijssen When the feedback was positive, things went found a modest positive effect of social media usage well. When the feedback was negative, things on sales performance, suggesting that social media went poorly. In other words, what management can be an important tool to enhance sales growth. says is important… but so is the voice of the organization. JASON JORDAN Director of Research, SEF

6 SALES EDUCATION FOUNDATION 2020 RESEARCH SUMMARIES 7 Like many other academic sales programs, Mays • Our Sales Competition, in its 11th year, is an annual dining and networking etiquette will be addressed. campus-wide event that involves 60 students and 20 Students in this program will also receive overview Business School saw the need to further enhance SALES SKILLS industry partners. It is co-hosted by three colleges: information on a wide variety of industries like its undergraduate course offerings in sales and to College of Agriculture and Life Sciences, College of technology and energy from faculty in both the build relationships with organizations interested Engineering and Mays Business School. Business School and the College of Engineering as well as from industry professionals. The first STEM ARE SKILLS in hiring sales talent. • The Collegiate Sales Team is an interdisciplinary group of 15 students and 5 coaches who prepare Immersion Program will focus on Energy with other industries such as Tech and Healthcare to follow. FOR LIFE Officially launched in 2015 as the Professional Selling year round to travel to national sales competitions. Initiative, the program’s first efforts were three-part: • The Professional Distinction in Sales is a point based Two faculty members and a strategic partner had a sales specific courses were added, experiential incentive system designed to encourage student dream five years ago that sales education at Mays activities were created, and partnerships were participation in resume building, career enhancing Business School could be something big. They worked MAKING THE CASE FOR SALES IN COLLEGE developed. Students in the business school are activities such as internships, networking events together to start a small initiative which is now a currently offered five sales courses including: and training workshops. Students from multiple much larger institute. Through the collaboration and Professional Selling, Advanced Selling, Managing B2B colleges and majors participate in this program. On support from faculty, staff, students, former students Relationships, Sales Leadership, and Sales Analytics. average, 30 percent of participating students earn and recruiting partners, the program continues to gain Examples of experiential activities offered include the distinction per semester. steam; more and more see the benefits of enhanced competitions, company site visits, and working in interdisciplinary sales education. Whether a student the service learning call center. In 2019, the program In May 2019, the Business Immersion Program for goes on to sell themselves to a company, an idea was recognized as a university-level institute and was Engineers was offered by the Institute and sponsored within a company, a product for a company, or a vision named the Reynolds and Reynolds Sales Leadership by Dell Technologies. This two-week summer program to create a company, the Sales skills they learn in covers the business disciplines of accounting, finance, Institute. The institute continues to grow in the number school will stay with them for the rest of their lives. of partners it serves which is indicative of the need for management, marketing, and supply chain as well as university educated sales professionals. the business fundamentals of self-awareness, sales skills, presentation skills, and dining and networking As any sales program or institute seeks to serve its etiquette. The 2019 program hosted 55 students from 12 SALES SKILLS students, industry partners and the academic and different majors in the College of Engineering and 12 local communities, the support of the Dean is critical to executives from Dell. The program was such a success ARE success. With the support of Eli Jones, Dean of Mays that plans are to offer it again in 2020. SKILLS Business School, opportunities continue to emerge for interdisciplinary engagements. Dean Jones is a Mays Due to the positive impact, the Institute is currently graduate, published author, outstanding teacher, and developing other immersion programs. FOR LIFE award-winning researcher. He has significant sales industry experience and sees the innate value in sales SUCCESS BREEDS OPPORTUNITY and sales education. Janet Parish, Institute Director Sales Immersion is a week-long boot camp designed said, “Dean Jones is an integral part of the Reynolds to expose students to the concepts of customer- and Reynolds Sales Leadership Institute in carrying centricity, self and others awareness, problem-solving, out our missions of teaching, research, and service as strategic questioning, and the sales process. Tailored well as opening doors for our campus-wide service to the enrolled students (e.g., focus on technical or MANY COLLEGE STUDENTS, REGARDLESS OF ANDREW LORING efforts.” health-related sales), the program will conclude with a Texas A&M University THEIR MAJOR, NEED GREATER AWARENESS OF role-play competition. The plan is to offer this program INTERDISCIPLINARY PROGRAMMING to Engineering students. Future plans will include an THE FOUNDATION THAT CAN BE PROVIDED BY The Institute offers many opportunities for students extension of this program to include a Sales Analytics STARTING THEIR CAREER IN A SALES ROLE. campus-wide to come together for training, Immersion program. experience, and networking. THESE IDEAS ARE A DRIVING FORCE BEHIND Another developing program is the STEM Immersion • The Sales Club, whose current president is a Program, which will target business students who JANET PARISH, PhD THE REYNOLDS AND REYNOLDS SALES Communications major, is a student organization want to work in various STEM-related industries. Texas A&M University LEADERSHIP INSTITUTE’S ACTIVITIES AND open to all students interested in learning sales skills Topics like technical communication, engineering and/or pursuing careers in sales. Currently, students ethics, problem-solving, process control, project GROWTH. THE FACULTY AND STAFF BELIEVE in the Sales Club represent five different colleges management, and the engineering mindset will be THAT SALES SKILLS ARE SKILLS FOR LIFE. within the university. explored. In addition, the business fundamentals of self-awareness, sales skills, presentation skills, and

8 SALES EDUCATION FOUNDATION SALES SKILLS ARE FOR LIFE 9 2020 TOP UNIVERSITIES FOR TOP NORTH AMERICAN

SALES SCHOOLS ONLINE COURSESPECIALTY AREACRM SALES INTERNSHIPTOTAL REQUIRED FACULTY% OF JOB PLACEMENTHAS A SALES LAB top north american sales schools continued ONLINE COURSESPECIALTY AREACRM SALES INTERNSHIPTOTAL REQUIRED FACULTY% OF JOB PLACEMENTHAS A SALES LAB The Citadel 5 100 University of Wisconsin - River Falls 3 98 Appalachian State University 4 90 Illinois State University 5 99 Tuskegee University 1.85 68 University of Wisconsin - Whitewater 7 100 Arizona State University 5 90 Indiana State University 5 98 University of Akron 4 100 University of Wyoming 4 100 Arkansas State University 3 95 Indiana University 3 99 University of Alabama 6 100 Utah State University 3 92 Auburn University 3 95 Iowa State University 4 N/A University of Alabama at Birmingham 5 90 Virginia Commonwealth University 4 N/A Aurora University 3 95 James Madison University 5 98 University of Arkansas Little Rock 2 95 Virginia Polytechnic Institute 2 100 and State University Ball State University 4 95 Kansas State University 7 100 University of Central Florida 7 100 Washington State University Vancouver 3 95 Baylor University 5 100 Kennesaw State University 7 98 University of Central Missouri 2 N/A Weber State University 21 99 Bentley University 3 100 Kent State University 6 100 University of Central Oklahoma 5 100 West Virginia University 5 100 Bloomsburg University of Pennsylvania 4 95 La Salle University 4 95 University of Cincinnati 13 99 Western Carolina University 3 N/A Bowling Green State University 4 95 Louisiana State University 15 100 University of Connecticut 2 100 Western Kentucky University 3 N/A Bradley University 2 95 Marian University 3 100 University of Dayton 6 98 Western Michigan University 5 98 Brigham Young University 1 100 Marquette University 2 100 University of Denver 2 N/A Widener University 1 95 British Columbia Institute of Technology 5 100 Metropolitan State University of Denver 3 85 University of Florida 2 N/A William Patterson University 7 100 Bryant University 2 Michigan State University 8 100 University of Georgia 2 100 Winona State University 3 100 Butler University 3 98 Middle Tennessee State University 5 N/A University of Houston 13 98 Xavier University of Louisiana 2 70 California Polytechnic State University 3 100 Missouri State University 4 90 University of Kansas 4 100 Youngstown State University 4 86 California State University, Chico 9 100 Morehouse College 2 100 University of Louisiana at Lafayette 1 100 California State University, Fullerton 7 95 Nicholls State University 1 95 University of Louisville 2 N/A Central Michigan University 6 95 North Carolina A&T State University N/A 99 University of Minnesota Duluth 1.25 95 TOP INTERNATIONAL SALES SCHOOLS > Clemson University 4 100 North Dakota State University 2 100 University of Missouri 8 90 Aalen University of Applied Sciences 14.5 90 Cleveland State University 4 Northern Arizona University 2 N/A University of Nebraska - Kearney 3.5 100 Athens University of Economics and Business 2 50 College of New Jersey, The 2 100 Northern Illinois University 7 100 University of Nebraska - Kearney 2 89 Copenhagen Business School 10 N/A College of Saint Rose, The 3 Northwest University 4 100 University of Nebraska-Lincoln 4 99 Eindhoven University of Technology 9 95 DePaul University 18 97 Ohio University 8 100 University of Nebraska-Omaha 4 N/A EURIDIS Business School 26 97 Douglas College 9 90 Old Dominion University 3 N/A University of New Hampshire 2 100 Haaga-Helia University of Applied Sciences 25 99 Duquesne University 4 91 Plymouth State University 8 N/A University of New Haven, The 2 90 IÉSEG School of Management 24 90.9 East Carolina University 4 Point Park University 3 98 University of North Alabama 3 100 Justus Liebig University 7 100 Eastern Kentucky University 3 Purdue University 7 99.5 University of North Carolina at Greensboro 6 97 Kristiania University College 12 91 Eastern Michigan University 3 90 Purdue University Northwest 2 N/A University of North Carolina at Wilmington 3 84.5 Reutlingen University 14 100 Elon University 4 95 Ryerson University 5 N/A University of North Carolina 1 90 Technological University Dublin N/A 90 Ferris State University 5 Salisbury University 4.5 100 University of North Georgia 3 100 Turku University of Applied Sciences 20 100 Florida Gulf Coast University 1 Samford University 2 100 University of North Texas 3 100 Universidad de Chile 18 99 Florida International University 5 80 San Diego State University 8 40 University of San Diego 1 100 Università Bocconi 4 95 Florida State University 4 N/A Sonoma State University 7 N/A University of South Carolina 5 95 University Clermont Auvergne 22 90 Georgia Southern University 4 98 Southeast Missouri State University 2 N/A University of South Florida 5 N/A University of Aberdeen 6 100 University of Applied Sciences Georgia State University 7 85 Southeastern Louisiana University 4 100 University of South Florida St Petersburg 3 N/A 53 93 in Wiener Neustadt High Point University 6 98 Southern New Hampshire University 4 100 University of Southern Mississippi 3 N/A University of Applied Sciences Upper Austria 26 99 Hodges University 7 N/A St. Ambrose University 5 100 University of Texas at Arlington 6 N/A University of Portsmouth 6 80 Husson University 2 100 St. Catherine University 8 95 University of Texas at Dallas 4 95 *Information not provided

10 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 11 Accreditation(s): ACBSP focus on developing foundational REQUIREMENTS FOR TOP UNIVERSITY SALES PROGRAM LISTING Program Type(s): USP selling skills with an eye toward THE FOLLOWING UNIVERSITY PROGRAMS PREPARE STUDENTS FOR CAREERS IN The intensity of the program with technology. its focus on applied practical skill CALIFORNIA STATE UNIVERSITY, PROFESSIONAL SELLING. TO BE LISTED, SALES PROGRAMS MUST: A) OFFER A MINIMUM development has helped build the CHICO reputation of BCIT's Professional http://www.csuchico.edu/sales OF THREE SALES-SPECIFIC COURSES; B) RECEIVE ACCREDITATION FROM AN EXTERNAL Sales program. Students have Tom Villa 24 hours of lecture or lab time [email protected] SOURCE; AND C) HAVE UNIVERSITY RECOGNITION OF THE PROGRAM. per week on average, with each year comprised of 35 weeks of Seufferlein Sales Program PROGRAMS: scheduled classes. Chico, CA 95929-0041 530-898-3840 Undergraduate: UCE = Certificate UCO = Concentration UEM = Emphasis UMJ = Major UMN = Minor USP = Specialization BRYANT UNIVERSITY Students: 200 http://nisc.bryant.edu/ Graduate: GE = Graduate Emphasis GF= Graduate Focus GCE= Graduate Certificate Start Year: 2008 Executive: EC = Executive Certificate EF = Executive Focus ET = Executive Training Dr. Stefanie Boyer Accreditation(s): AACSB, PSE, [email protected] USCA full member Smithfield, RI 02917 Program Type(s): UCE AALEN UNIVERSITY OF Accreditation(s): AACSB Linda Ferrell BAYLOR UNIVERSITY 401-232-6475, 813-857-1947 Focus Option(s): Entrepreneurship, APPLIED SCIENCES Program Type(s): UCE, UCO [email protected] www.baylor.edu/business/selling Students: 60 Financial Services, Insurance, Inter- national Business, Technology https://www.hs-aalen.de/de/ The program has five dedicated Auburn, AL 36849-5246 Dr. Andrea L. Dixon, Start Year: 2013 courses/25 sales faculty, a Professional Sales 970-219-5612 Executive Director Accreditation(s): AACSB, GSSI, PSE Operating from new facilities in Program Type(s): UMN, ET Glenn Hall, the Seufferlein Sales Arndt Borgmeier Advisory Board, and two student Students: 360 [email protected] Focus Option(s): Communication/ Program offers a wide range of [email protected] organizations: ASU participates Start Year: 2013 Hankamer School of Business Broadcast Sales, Entrepreneurship, educational and professional Aalen, Germany 73434 in the Arizona Collegiate Sales Accreditation(s): AACSB Waco, TX 76798 Financial Services, Industrial networking opportunities. The ++49 7361 576 2210 Competition which includes all Program Type(s): UCO 254-710-1986 three major universities in Arizona Distribution, International Business, program hosts two internal Students: 35 Focus Option(s): Entrepreneurship, Students: 452 (Arizona State University, University Medical/healthcare, Technology sales competitions (Sweet 16 Start Year: 2000 International Business Start Year: 1985 of Arizona, and Northern Arizona Bryant hosts the Northeast Intercol- Sales Challenge & Spring 12 Accreditation(s): GSSI, AQAS, ZEVA Many of the students obtain training Accreditation(s): AACSB, USCA University), and each semester legiate Sales Competition (NISC), Competition) and one external Program Type(s): UMJ, UMN, USP, in real property sales or supply chain full member, PSE, AMA Sales SIG, it hosts the Sun Devil Sales Pitch held annually. Students compete in competition (Western States GF, ET sales. There is a 20-year veteran AMS, GSSI competition for our sales students. a sales competition, elevator pitch Collegiate Sales Competition). The Focus Option(s): Communication/ marketing manager in industrial Program Type(s): UEM, UMJ competition, and social media program also offers new courses in Broadcast Sales, Entrepreneurship, marketing from Rheem teaching ARKANSAS STATE UNIVERSITY The oldest collegiate sales center competition. Employers provide Sales Role Playing and Customer Industrial Distribution, International Business-to-Business Marketing. http://www.astate.edu/college/ in the nation, Baylor’s Center for immediate, individualized feed- Relationship Management. Business, Technology, Engineering business/ Professional Selling prepares AURORA UNIVERSITY back to competitors. The program CALIFORNIA STATE UNIVERSITY, & Services. Katie Hill, Ph.D. students for lives of impact. With https://aurora.edu/academics/ trains students in improv to enable FULLERTON The institution provides Interdisci- [email protected] a comprehensive sales curriculum undergraduate/marketing/index.html them to adapt to the constantly www.CSUFsalesleadership.com plinary (Techno-Commercial know- delivered in classes with 20-30 State University, AR 72467 Shawn Green, PhD changing selling environment. how) that is unique in Europe. Also students, an intentional college- Brad Anderson, Director 870-680-8073 [email protected] a Bachelor Program (B. Eng.) as to-career strategy, and a unique BUTLER UNIVERSITY [email protected] Students: 100 well as Master Program (M. Eng.) Dunham School of Business collaborative culture, students in www.butler.edu Fullerton, CA 92834 Start Year: 2015 is offered. Hidden Champions Aurora, IL 60506 Baylor ProSales leave campus Daniel McQuiston 657-278-3235 Accreditation(s): AACSB, USCA 630-844-5527 Students in the Marketing and The Foster College of Business provides a Strong Practical as well ready to make a difference, [email protected] Students: 125 Associate Member Sales specialization at Bloomsburg Peoria, IL 61625 as Research Orientation. Students: 80 wherever they’re called to serve. Andre B. Lacy School of Business Start Year: 2009 Program Type(s): UEM, UMN, ET University complete 21 credits in 309-677-3947 Start Year: 2008 Indianapolis, IN 46208 Accreditation(s): AACSB, USCA full APPALACHIAN STATE UNIVERSITY The College of Business opened a BENTLEY UNIVERSITY Marketing and 18 credits in Sales Accreditation(s): American Students: 70 317-940-9474 member, PSE business.appstate.edu new Sales Leadership program. It is www.bentley.edu courses as well as the Business Marketing Assn. Start Year: 2004 Program Type(s): UCE, UEM, UMN a place to not only hone in on sales Jim Pouliopoulos CORE. Along with the professional Students: 45 Bonnie Guy, Ph.D. Program Type(s): UEM Accreditation(s): AACSB, USCA Focus Option(s): Communication/ techniques, but a chance to grow [email protected] development program graduates Start Year: 1993 [email protected] Aurora University is an inclusive full member Broadcast Sales, Entrepreneurship, relationship building skills. are well prepared to move up Accreditation(s): AACSB Boone, NC 28608 community dedicated to the Waltham, MA 02452 Program Type(s): UCO, UMN Financial Services, Industrial quickly in a professional sales Program Type(s): UCO 828-262-7828 ATHENS UNIVERSITY OF transformative power of learning. 781-891-2006 The program offers small classes Distribution, Insurance, International career. The Sales Minor is targeted Focus Option(s): Entrepreneurship, ECONOMICS AND BUSINESS Its singular goal is to empower Students: 90 that emphasize "hands on" training Business, Medical/Healthcare Sales, Students: 150 toward non-business majors and Financial Services, Industrial http://www.mbc.aueb.gr/ our students to achieve lasting Start Year: 2014 and coaching from faculty, multiple Technology Start Year: 2014 consists of 24 credits that are Distribution, Insurance, International Accreditation(s): AACSB, PSE Vlasis Stathakopoulos personal and professional success. Accreditation(s): AACSB, EQUIS role plays, along with extensive Business, Medical/healthcare Sales, The Sales Leadership Center is Program Type(s): UMJ largely sales focused with some Program Type(s): UCO, UMN [email protected] BALL STATE UNIVERSITY feedback and analysis of role plays Technology dedicated to promoting leadership Focus Option(s): Entrepreneurship, marketing coursework. Focus Option(s): Communication/ Athens, Greece 10434 www.bsu.edu/salescenter in order to build sales skills. All students are required to take and professionalism in the field Technology BOWLING GREEN STATE Broadcast, Entrepreneurship, +302108203433 Danielle Wheat BRIGHAM YOUNG UNIVERSITY two internships. The Lacy School of of sales at Cal State Fullerton, The program’s Professional UNIVERSITY Finance, Industrial Distribution, Students: 120 [email protected] https://www.byu.edu/ Business is the only business school Mihaylo College of Business and Insurance, International Business, Sales major develops critical www.bgsu.edu/business/marketing in the country that requires two Economics. World-class education Start Year: 1996 Muncie, IN 47306 Tamara Masters, PhD Technology, Fashion & Apparel knowledge and perspective in Gregory Rich internships. In September of 2016 is offered inside a new state-of-the- Accreditation(s): GSSI, EFQM 765-285-5136 the fields of revenue generation, [email protected] Merchandising Program Type(s): UCE, GCE, ET [email protected] the Lacy School was recognized art facility. A new, virtual sales lab Students: 250 business development and sales Provo, UT 84602 The mission of the John A. Walker Focus Option(s): Communication/ Bowling Green, OH 43403 by Bloomberg Business as having was launched in 2013. The Center Start Year: 1996 management, while nurturing an 801-422-4986 College of Business is to deliver Broadcast, Entrepreneurship, 419-372-2041 the top internship program in the offers scholarships and career Accreditation(s): AACSB, GSSI, understanding of the role sales Students: 50 development programs. transformational educational Financial Services, Industrial Students: 70 country. USCA full member, PSE plays within an organization. This Start Year: 2017 experiences that prepare and inspire Distribution, International Business Start Year: 2002 Program Type(s): UMJ, UMN, GCE, strategic mastery is coupled with Accreditation(s): AACSB CALIFORNIA POLYTECHNIC CENTRAL MICHIGAN UNIVERSITY students to be ethical, innovative, Accreditation(s): AACSB The ESSPS Professional Sales GF pragmatic expertise, ultimately Program Type(s): UEM STATE UNIVERSITY www.cmich.edu and engaged business leaders who Program Type(s): USP Certificate Program is designed Focus Option(s): Communication/ translating into success in the Focus Option(s): Entrepreneur- http://calpoly.edu/ Dr. Rebecca Dingus positively impact our community, Focus Option(s): Entrepreneurship, to provide sales representatives Broadcast, Entrepreneurship, employment marketplace. ship, Financial Services, Industrial Lisa Simon [email protected] both locally and globally. Every and other team members who Financial Services, Insurance, Service Financial Services, Insurance, Distribution, Medical/Healthcare, [email protected] Mount Pleasant, MI 48859 student taking Professional Selling have a business development BLOOMSBURG Marketing International Business, Medical/ Technology Orfalea College of Business 989-774-3701 has a professional sales mentor for responsibility with the background UNIVERSITY OF PENNSYLVANIA healthcare Sales, Technology Certificates in Professional Selling San Luis Obispo, CA 93407 the semester. and tools to grow revenues http://www.bloomu.edu/ Students have shadowing Students: 250 Students sell products and/or are awarded by the Institute 805-756-5380 by identifying, understanding, marketing-sales experiences as well as consult a Start Year: 2008 ARIZONA STATE UNIVERSITY create sales technology tools for Excellence in Services. The presenting, and securing business firm on a sales force plan. Students: 50 Accreditation(s): AACSB, PSE https://wpcarey.asu.edu/market- for actual clients (for profit and Monica J. Favia, PhD University sends students to in a consultative and collaborative Start Year: 2018 Program Type(s): UCO, UMN ing-degrees/professional-sales- non-profit organizations). They [email protected] the National Collegiate Sales BRITISH COLUMBIA manner. Skills will be strengthened Accreditation(s): AACSB Focus Option(s): Communication/ program take a sales technology course Bloomsburg, PA 17815 Competition each year. INSTITUTE OF TECHNOLOGY using a combination of online Program Type(s): UMN Broadcast Sales Detra Montoya, Ph.D. that incorporates CRM and gives 570-204-5232 bcit.ca lecture captures, hands-on exercises, BRADLEY UNIVERSITY Focus Option(s): Entrepreneurship, The CMU Professional Sales [email protected] special attention to understanding Bruce Anthony and web-based role playing. Students: 60 www.bradley.edu/academic/ Financial Services, International program partners with Carew and working with various sales [email protected] Tempe, AZ 85287 Start Year: 2015 departments/marketing/ Business International, a nationally AUBURN UNIVERSITY metrics (using Excel). Ball State 480-965-6325 Accreditation(s): AACSB, USCA programs/sales/ Burnaby, BC, Canada, V5G 3H2 Sales classes are taught through prominent sales training and http://business.auburn.edu/ hosts an annual sales competition. Students: 250 Associate Member, PSE Dr. Mark C. Johlke 604-451-6765 the Department of Marketing and consulting organization with a academics/undergraduate/marketing Currently, students may complete Start Year: 2014 Program Type(s): UMN, UMJ [email protected] Students: 50 the Agribusiness program. They 40-year history in sales and sales- part of the program on-line. Start Year: 1980

12 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 13 Saint Rose has launched a sales and Sales Management. The Peter Students: 150 the faculty staff are experienced club, a colony of PSE and are on Legge International Institute for Sales Start Year: 2017 B2B sales professionals. track to become a chapter this Excellence was established in 2012. Accreditation(s): AACSB, USCA FERRIS STATE UNIVERSITY spring. We continue to building The Upper Level Sales class involves associate member http://www.ferris.edu/ out our Program to solidify our actual sales activities on behalf of Program Type(s): UCO Center for Professional Selling Barb Barney-McNamara standing as a top sales program. organizations with actual prospects All faculty have industry [email protected] We have created a non-credit and customers. experience in sales. professional development sales Grand Rapids, MI 49307 DUQUESNE UNIVERSITY certification program for companies EINDHOVEN UNIVERSITY 231-591-2445 www.duq.edu and individuals who would like OF TECHNOLOGY Students: 200 Paul Caswell to sharpen their sales skills. 2020 www.tue.nl Start Year: 1998 [email protected] is going to be a big year for the CONTACT UNIVERSITY Accreditation(s): AACSB Huether School of Business and the Pittsburgh, PA 15282 FOR MORE INFORMATION Program Type(s): UCE, UMN Golden Knights Sales Program. 412-396-4875 Eindhoven, Noord-Brabant Focus Option(s): Industrial COPENHAGEN BUSINESS SCHOOL Students: 100 Netherlands 5612 AS Distribution, Technology https://www.cbs.dk/en/research/ Start Year: 2012 0031 (0)402472170 Ferris State is expanding their sales Accreditation(s): AACSB, PSE departments-and-centres/ Students: 95 graduate students offerings, permitting students from Program Type(s): UEM, UMN department-of-marketing/staff/ Start Year: 2009 various majors to participate. In mvdbmarktg Duquesne's professional sales Accreditation(s): AACSB, GSSI addition to three sales classes, Michel van der Borgh minor demonstrates a commitment Program Type(s): GF, ET internship opportunities are [email protected] to growing sales offerings, Focus Option(s): Entrepreneurship, growing, providing students with Ball State University's Center for Professional Selling is supporting both student learning job experience. All students are Frederiksberg, Denmark 2000 Industrial Distribution, Technology committed to enhancing and promoting the field of and career opportunities. The required to complete an internship +45 3815 2100 The strong relationship between professional selling through research, service to the program combines fundamental prior to graduation. research and education within a Students: 75 graduate students selling principles with negotiation, business community, and producing college graduates who graduate program ensures that the Start Year: 2018 sales management, and revenue FLORIDA GULF COAST UNIVERSITY are uniquely prepared for successful careers in sales. results of state-of-the-art research Accreditation(s): AACSB, GSSI, generation courses to develop https://www.fgcu.edu/cob/ are naturally integrated into the Events: Courses: EQUIS sales-ready graduates who programs/marketing/ education. Moreover, you see the Program Type(s): GF are well-prepared to meet the Khaled Aboulnasr same intrinsic focus in cooperation Sales Career Fair, every January Professional Selling Graduates will have a hybrid profile demands of the marketplace. [email protected] with industry. One of the largest university sales Seminar in Advanced Professional combining both technological EAST CAROLINA UNIVERSITY Fort Myers, FL 33965 career fairs in the country Selling know-how and sales and marketing ELON UNIVERSITY http://www.ecu.edu/cs-bus/ 239-590-7598 60+ companies interested in hiring Sales Management know-how. www.elon.edu/salescenter salespeople Sales Technology Jason Rowe Students: 24 Raghu Tadepalli, Ph.D. 200+ students interested in MBA Program with emphasis on Sales DEPAUL UNIVERSITY [email protected] Start Year: 2017 www.salesleadershipcenter.com [email protected] Accreditation(s): AACSB, PSE professional sales careers Greenville, NC 27858-4353 Chandler Family Professional Program Type(s): UMN Dr. Richard Rocco 252-737-4342 [email protected] Sales Center Florida Gulf Coast University’s Students: 50 Elon, NC 27244 comprehensive undergraduate Chicago, IL 60604 Start Year: 2017 336-278-5968 and graduate programs prepare Center for Professional Selling 312-362-8655 Accreditation(s): AACSB www.bsu.edu/salescenter Students: 135 students to excel and innovate. 765-285-5136 Students: 800 Program Type(s): UCE Start Year: 2008 Its students, alumni, faculty and Start Year: 2005 Focus Option(s): Communication/ Accreditation(s): AACSB, USCA staff are actively engaged and Accreditation(s): AACSB, USCA Georgia Southern University is leadership development, to engagement leading to Accreditation(s): AACSB, USCA Broadcast Sales, Entrepreneurship, full member, PSE environmentally conscious citizens. full member a public, Carnegie Doctoral/ provide an innovative curriculum experiential learning, recruitment, full member, PSE Financial Services, Industrial Program Type(s): UCO, UMN They serve their communities and Program Type(s): UEM, UMJ, ET Research university. Their that delivers real world results. and collaboration on impactful Program Type(s): UCO, UMN, GF, ET Distribution, International Business, research. Focus Option(s): Entrepreneurship, inspire others by leading, doing Focus Option(s): Entrepreneurship, concentration in Sales & Sales CLEMSON UNIVERSITY Focus Option(s): Entrepreneurship, Technology Financial Services, Industrial and making a difference. Financial Services, Industrial Management is a key area http://www.clemson.edu/centers-in- THE COLLEGE OF NEW JERSEY Financial Services, Industrial Distribu- The professional selling certificate Distribution Distribution, Insurance, International of distinction. It reflects the stitutes/sip/index.html http://business.pages.tcnj.edu/ tion, Insurance, Medical/healthcare, prepares students to effectively FLORIDA INTERNATIONAL Elon has been recognized as a Business, Medical/healthcare Sales, University’s culture of engagement departments-programs/management- Technology, Category Management, use established sales processes, UNIVERSITY Ryan Mullins Top Sales Program since 2011. RBI Technology, Sports Management that bridges theory with practice, marketing-interdisciplinary-business/ Sports sales automation tools, and selling globalsales.fiu.edu [email protected] Sales Challenge Speed Selling and The nationally recognized and extends the learning environment Dr. Eddie Inyang Students can prepare themselves techniques. The certificate also Clemson, SC 29634 Role Play Champion - 2010, 2011, Nicolo Alaimo | [email protected] award-winning sales major beyond the classroom, and [email protected] for careers in consumer-packaged prepares students to identify and 2012 and 2013; Overall Team Rafael Soltero | [email protected] currently has approximately promotes student growth and life 864-656-5292 goods (CPG) sales through decision makers of prospective Ewing, NJ 08628-0718 Champion - 2010 and 2012 for RBI Miami, FL 33199 500 students, offering an success. GSU is the only university Students: 120 participating in the consumer- buying firms and engage in 609-771-3027 Sale Challenge, 2nd place 2013; NIU 305-348-0694 undergraduate degree in to award Huthwaite's Academic Start Year: 2009 packaged goods sales track persuasive communication of the Competition - 2 finalist, Overall Win- Marketing, with a major in SPIN Selling Certification. Accreditation(s): AACSB Students: 55 featuring category management selling firm’s value proposition. Students: 400 ner, 2011; Overall Individual Cham- Program Type(s): UCE Start Year: 2005 classes. Students learn the Start Year: 2008 Professional Sales and a certificate GEORGIA STATE UNIVERSITY pion at Wisconsin Eau-Claire, 2014 Focus Option(s): Medical/health- Accreditation(s): AACSB, PSE following technologies, Nielsen EASTERN KENTUCKY UNIVERSITY Accreditation(s): AACSB in Sales Management. The sales http://gsu.edu Program Type(s): UMN Finalist; and 1st Place in the BSU program is part of the FSU Sales care and IRI category management www.eku.edu Program Type(s): UCE, UMN Carolyn Curasi or Bruce Piling Regional Sales Competition, 2015. Institute, which is responsible Students completing the sales TCNJ is ranked by U.S. News & suites, JDA space planning and Kevin Cumiskey Focus Option(s): Communication/ [email protected] for sales-related research and certificate are provided with real- World Report as the number assortment, and Infitnet(Spectra). [email protected] Broadcast Sales, Entrepreneurship, EURIDIS BUSINESS SCHOOL executive training programs. FSU Robinson College of Business world experience, foundational one (masters program) public Students can graduate with over Financial Services, Insurance, Berman Center for Professional Sales www.euridis-ecole.com also offers a Ph.D. in Marketing Atlanta, GA 30303 role-play exercises and leadership college in the country's northern 600 hours of work experience. International Business, Technology Richmond, KY 40475 Eve Bastrenta with a focus in sales and sales 404-413-7650 opportunities. Professors blend region. The TCNJ Business School Placement rates for these students FIU Sales Society is a student 859-622-7016 [email protected] management research. Students: 160 theory and application in the was ranked 63rd in the nation by is 100%. organization focusing on Business Week. TCNJ students won Students: 75 Saint Denis, Ile de France Start Year: 2007 program while also ensuring developing sales professionals GEORGIA SOUTHERN UNIVERSITY first place in the Pi Sigma Epsilon DOUGLAS COLLEGE Start Year: 2016 France 93210 Accreditation(s): AACSB frequent interaction with industry beyond the classroom and sales http://cob/georgiasouthern.edu/cse/ regional sales competition 4 times www.douglas.bc.ca Accreditation(s): AACSB +33 7 57501887 experience using our Sales Program Type(s): UCE, UCO, GC, ET executives. Program Type(s): UCE in the last 5 years and the national David Moulton Students: 200 Incubator model. Panther Sales Dr. Linda Greef Mullen Focus Option(s): Communication/ Focus Option(s): Entrepreneurship, CLEVELAND STATE UNIVERSITY sales competition twice in the last [email protected] Start Year: 1998 Tournament is held for up to 60 [email protected] Broadcast Sales, Entrepreneurship, Financial Services, International https://www.csuohio.edu/ 5 years. The TCNJ sales program is New Westminster, BC Accreditation(s): National FIU students (with Spanish track). Statesboro, GA 30460 International Business Business, Technology, Supply Chain business/sales/bernie-moreno- one of the few that is housed in a Canada V3L 5B2 Accreditation of the French It Is a Global Bilingual Sales 912-536-3597 Distinguishing characteristics center-for-sales-excellence Management top 100 business school. 604-527-5456 Ministery of Education Competition, inaugural launch in Students: 80 of this program include a skills- Paul Mills, Ph.D. The Center for Professional based class teaching role playing, THE COLLEGE OF SAINT ROSE Students: 75-100 Program Type(s): UCE, GCE, ECE, ET spring 2016, with competition in Start Year: 2006 [email protected] Selling includes lab facilities corporate oral and written www.strose.edu Start Year: 1990 Focus Option(s): Communication/ both Spanish and English. Accreditation(s): AACSB, USCA Cleveland, OH 44212 launched in 2017. Broadcast Sales, Entrepreneurship, full member, PSE team presentations, direct mail Mark Michalisin Accreditation(s): Canadian 216-687-4724 Industrial Distribution, International FLORIDA STATE UNIVERSITY Program Type(s): UEM techniques in selling, detailed [email protected] Professional Sales Association EASTERN MICHIGAN UNIVERSITY Business, Technology www.fsusalesinstitute.com/ Focus Option(s): Communication/ learning modules with an emphasis Students: 100 (CPSA), Canadian Society for Market- https://www.emich.edu/cob/ Albany, NY 12203 Pat Pallentino Broadcast Sales, Entrepreneurship, on interactive learning. Start Year: 2017 ing Professional Services (CSMPS) faculty/l_hershey.php All students follow a work-study 518-485-3392 Program Type(s): UCE, UCO program organized by the school [email protected] Financial Services, Insurance, Accreditation(s): AACSB, PSE Dr. Lewis Hershey Program Type(s): UCE, UMN Students: 24 Focus Option(s): Financial Services, where they spend 1 week in school Tallahassee, FL 32306-1110 International Business, Technology, Start Year: 2018 [email protected] Logistics and Intermodel This program puts emphasis International Business and then 3 weeks working in a 850-644-7875 Accreditation(s): ACBSP, PSE Ypsilanti, MI 48197 Transportation on hands-on data analysis Douglas offers three sales courses - sales role within a company that in Students: 500 Program Type(s): UCO, UMN and interpretation, Corporate Personal Selling, Professional Selling, 734-487-3323 turn pays for the tuition - most of Start Year: 2008

14 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 15 HAAGA-HELIA UNIVERSITY Led and taught by successful HUSSON UNIVERSITY sales recording capabilities to International Business contributed more than $5 million to LOUISIANA STATE UNIVERSITY participate in four years of OF APPLIED SCIENCES Sales Leaders from Industry; www.husson.edu complete skill practice exercises All classroom role plays use university sales education since its http://business.lsu.edu/marketing/ experiential education, working www.haaga-helia.fi Extraordinary Sales Education Susan Reisman and receive formative feedback our corporate partner network inception. One of the oldest sales Pages/About.aspx closely with local business leaders Tuula Korhonen facility with excellent Learning Lab [email protected] on their performance, with a goal and their real-world scenarios, programs in the U.S. with a Sales Greg Accardo, MBA throughout their college career. spaces decorated in variety of of improving skills. Sales students Major offered continuously since In collaboration with our Walker [email protected] Bangor, ME 04401 products, services, and objections [email protected] different Industry motifs; Strong develop their sales skills "more," 1989. Founding Member of the Center for Applied Ethics, ethical Helsinki, Finland 520 207-478-6576 to advance the education of our E.J. Ourso College of Business recognition and support from so they can serve clients "more," University Sales Center Alliance. sales practices are embedded in +358 40 488 7049 sales students. Baton Rouge, LA 70803 President and Dean to require Students: 18 and can provide "more" value the educational experience. KENT STATE UNIVERSITY 225-578-8797 Students: 40 graduate students EVERY University student to take Start Year: 2014 to their employers sooner after JUSTUS LIEBIG UNIVERSITY www.kent.edu/collegeofbusiness MARQUETTE UNIVERSITY Start Year: 2007 at least one Sales course as a "Life Accreditation(s): IACBE graduation. www.sales-research.net Students: 150 www.marquette.edu Accreditation(s): GSSI Skill"; Showcased by University in Program Type(s): UCE, UCO, ET Dr. Alexander Haas Ellen Daniels Start Year: 2014 INDIANA UNIVERSITY Program Type(s): GC all Freshman recruiting events. The Sales Certificate includes four Alexander.Haas@wirtschaft. [email protected] Accreditation(s): AACSB, PSE Alex Milovic www.kelley.iu.edu/globalsales Focus Option(s): International courses and a required internship. uni-giessen.de Kent, OH 44242 Program Type(s): UCO, ET [email protected] Business HODGES UNIVERSITY Dr. Charles Ragland Focus Option(s): Entrepreneurship, Strategic selling is the emphasis of Giessen, Germany 35394 330-672-1271 Milwaukee, WI 53201 www.hodges.edu [email protected] Financial Services, Industrial Students pursue a Bachelor of this program. 0049-641-9922401 Students: 375 414-288-8052 Science in Professional Sales. The Dr. Dee Batiato Kelley School of Business Distribution, Insurance, Medical/ IÉSEG SCHOOL OF MANAGEMENT Students: 35 Start Year: 2009 Students: 35 focus in the studies is on solution [email protected] Bloomington, IN 47405 healthcare Sales, Technology www.ieseg.com Start Year: 2013 Accreditation(s): AACSB, PSE Start Year: 2015 sales and on the business to (812) 856-1084 This program is highly focused on Johnson School of Business Accreditation(s): USCA full Program Type(s): UCE Accreditation(s): AACSB business environment. The content Bert Paesbrugghe & Fawaz Baddar internships and the Sale Practicum Naples, FL 34119 Students: 250 member Focus Option(s): Entrepreneurship, Program Type(s): UEM, USP is taught by combining theory and [email protected] class in order to develop skill sets 941-496-0464 Start Year: 1996 Program Type(s): UCE, UCO, GC, Financial Services, International Focus Option(s): Industrial practice. As free choice studies Paris-La Défense Cedex, France 92044 for real-world selling. Additionally, Students: 15 Accreditation(s): AACSB, USCA full GF Business, Insurance Distribution, Medical/healthcare students can take a class in which + 33155911010 member, GSSI, PSE the program has integrated video Sales, Technology, University & Start Year: 2016 The program has an International The program utilizes a variety of they are coached for the national Students: N/A Program Type(s): UMJ technology into the Sales Practicum Professional Team Sales Accreditation(s): IACBE Sales Week, where US schools sales experts, primarily from its sales competition. HAAGA- Start Year: 2015 Focus Option(s): Entrepreneurship, Class pedagogy and use in live- Program Type(s): UCE, UMJ, UMN visit us for joint classes and Sales Advisory Board, to augment Access to a large alumni network HELIA organizes the Best Seller Accreditation(s): AACSC, GSSI, Financial Services, International selling exercises and projects. The Johnson School of Business competitions. The program the teaching material. KSU for internships and careers, second Competition every other year. EQUIS Business, Medical/healthcare, has partnered with the local emphasizes a Sales for Society Entrepreneurship and Managerial MARIAN UNIVERSITY course allows students to sell Program Type(s): GCE, GF, ET Technology HIGH POINT UNIVERSITY employer, Gartner, for internship focus, with among others two Marketing students receive https://www.marian.edu/business tickets for either the Milwaukee www.highpoint.edu and job placement opportunities. It's mission is to educate managers Home of The National Team Selling initiatives: (1) Female Sales Leaders, specialized sales training specific Lori Rumreich Bucks or Marquette Basketball. to be inspiring, intercultural and Competition. Student teams to their major areas of study. The Larry Quinn Gartner provides other support where we support and coach, and [email protected] METROPOLITAN STATE ethical pioneers of change and participate in multiple role play Managerial Marketing program [email protected] for curriculum review, program provide networking opportunities Indianapolis, IN 46222 UNIVERSITY OF DENVER promote creative solutions for and format that explores the complex, is unique to KSU and structured High Point, NC 27262 and course learning outcomes to, our female students to make a 317-955-6037 www.msudenver.edu/center-for- as well as role playing exercises. with responsible organizations. value added sales process. career in sales; (2) Sales for Start- to develop students with a 336-884-2714 Students: 35 professional-selling Along with Gartner, other major Each team is given a case that ups, where we support and coach managerial focus. Students: 424 ILLINOIS STATE UNIVERSITY Start Year: 2019 April Schofield employers such as Naples Daily is developed, role-played, and founders in the area of sales. Start Year: 2014 http://www.cob.ilstu.edu/profsales/ KRISTIANIA UNIVERSITY COLLEGE Accreditation(s): IACBE [email protected] News partner for supporting the judged by corporate sponsors. Accreditation(s): SACS Michael C. Boehm KANSAS STATE UNIVERSITY http://kristiania.no/english Program Type(s): UCO program and curriculum. The Twenty-one universities participate, Denver, CO 80110 Program Type(s): UMJ, UMN, GF, ET [email protected] http://cba.k-state.edu/nssi Erik Mehl adjunct professors from different sending five students and one Byrum School’s Professional Selling 303-615-0520 Focus Option(s): Communication/ [email protected] sales background make a big Normal, IL 61790 coach. It teaches professionalism Dr. Dawn Deeter-Schmelz Program is distinguished in its Students: 130 Broadcast Sales, Entrepreneurship, difference to provide 309-438-2954 and sales skills, involving corporate [email protected] Oslo, Norway 107 ability to prepare transformative Start Year: 2012 Financial Services, Insurance, a rich and applied learning. Students: 280 sponsors in all of its activities. Manhattan, KS 66506-0506 +47 920 37 221 leaders for service to the world. Accreditation(s): AACSB, USCA full International Business, Medical/ Start Year: 1998 Offers major in professional sales 785-532-6880 Students: 400 Framed within the context of our member healthcare, Technology, Furniture and double major in professional Franciscan values, our students Accreditation(s): AACSB, USCA Students: 450 Start Year: 2011 Industry sales and marketing. full member, PSE Start Year: 2010 Accreditation(s): NOKUT Program Type(s): UCE, UMJ, ET IOWA STATE UNIVERSITY Accreditation(s): AACSB, GSSI, Program Type(s): UCO Focus Option(s): Entrepreneurship, https://www.business.iastate.edu/ USCA full member, PSE This is a traditional 3 year European Financial Services, Insurance, undergraduate/majors-minors/ Program Type(s): UCE, UEM, UMJ Bachelor program with students International Business, Technology marketing/ The National Strategic Selling enrolling from finished high school ISU students learn how to deliver Raj Agnihotri Institute celebrates the sales degrees. The name of the program a company's "value proposition". [email protected] profession each year with K-State is "Bachelor in Marketing and The sales faculty team collaborates Sales management". From our Ames, IA 50014 Sales Week, a week-long event together to deliver a consistent experience in the Sales Educator 515-294-0475 that includes a sales competition, message to students throughout professional development events, Academy it is difficult to fully Students: 200 all seven courses. Sales students career fair, and keynote speakers. compare such a program with the Start Year: 2018 gain invaluable B2B & B2C Each spring the NSSI hosts a Benefit American system. Accreditation(s): AACSB experiences in addition to summer Auction to raise funds for sales internships with on-campus selling Program Type(s): UCE LA SALLE UNIVERSITY student merit awards and a local http://www.lasalle.edu/business/#. opportunities within our Athletic This new program has four tenure charity; the auction is student-run, ViaJaX6rQgs department, our alumni foundation track/tenured faculty members with students making sales calls Michael DiPietro and sales roles at both the campus who conduct sales research. Out of (phone and F2F) to find auction [email protected] radio/TV ad department and the these, three tenure track professors items and sell tickets. Each year WINNERS GO HERE. Daily Vidette student newspaper teach sales classes. There is also a it nets approximately $11,000 and Philadelphia, PA 19141 (annual sales revenue is just over PQ faculty member, full time who develops students' selling skills. 215-991-3577 UCF Professional Selling Program $900,000)! teaches sales classes. In the new Students: 60 building extension, space has KENNESAW STATE UNIVERSITY INDIANA STATE UNIVERSITY Start Year: 2015 been allocated for dedicated sales http://coles.kennesaw.edu/cps www.indstate.edu/business/sales Accreditation(s): AACSB, USCA- labs as well as conference rooms. Dr. Terry W. Loe associate member David Fleming, Ph.D. Two-time winners of the National Ivy Sales Consortium will have its [email protected] Program Type(s): UCE, UEM [email protected] own physical space. Coles College of Business Focus Option(s): Communication/ Collegiate Sales Competition Scott College of Business JAMES MADISON UNIVERSITY Kennesaw, GA 30144 Broadcast Sales, Entrepreneurship, Terre Haute, IN 47809 http://www.jmu.edu/cob/ 470-578-2017 Financial Services, Industrial Students from our exclusive, award-winning 812-264-1075 marketing/center-for-professional- Students: 250 Distribution, Insurance, International Students: 150 sales/index.shtml Start Year: 1988 Business, Medical/healthcare Sales, Professional Selling Program graduate Technology Start Year: 2010 Richard Tate Accreditation(s): AACSB, USCA with a distinct advantage. Accreditation(s): AACSB, USCA [email protected] full member, GSSI, PSE The program offers a curriculum full member Program Type(s): UCO, UCE, UMJ, that is a contemporary blend of Harrisonburg, VA 22807 Program Type(s): UCE, UCO, UMN UMN, ET theory and real-world practice, 540-532-3233 business.ucf.edu/professional-selling Focus Option(s): Financial Services, Focus Option(s): Entrepreneurship, reflecting the central Lasallian value Insurance Students: 150 International Business of learning by doing. The program Start Year: 2014 The tag line for Indiana State Host of the National Collegiate also offers students salesforce.com, Accreditation(s): AACSB, GSSI, University is "There's more to Sales Competition (NCSC): the sales representative and sales USCA full member, PSE Blue." This is carried out within oldest and longest running, management training. Program Type(s): UCE, UCO the sales program through a Collegiate Sales Competition in Focus Option(s): Entrepreneurship, strong focus on experiential the U.S. The NCSC has directly #UCFBusiness Industrial Distribution, learning. Sales students use the

16 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 17 NORTH DAKOTA STATE UNIVERSITY Kirkland, WA 98033 Accreditation(s): USCA associate Program Type(s): UMN http://www.ndsu.edu/business/ or 425-889-5206 member Focus Option(s): Communication/ https://www.ndsu.edu/business/ Students: 20 Program Type(s): UMN, UCE Broadcast Sales research/centers_institutes/sales_ Start Year: 2014 Focus Option(s): Medical/ Faculty members are focused on center/ Accreditation(s): ACBSP healthcare Sales student success and represent Rajani Ganesh Pillai Program Type(s): UCO, UMN The program has a Sales Advisory a diverse blend of scholars [email protected] A sales focus in any field will help Board made of 20 companies and distinguished business Fargo, ND 58102 the student improve their career who represent 1MM employees professionals who bring real-world 701-231-5848 options and opportunities. The in aggregate. They meet on experience to the classroom. Our campus and provide advice on our location in the Northwest Indiana/ Students: 69 concentration in Professional Sales curriculum to keep it relevant and Chicago corridor serves as a Start Year: 2013 is designed to help the student cutting edge. For example, 10% of dynamic learning laboratory for Accreditation(s): AACSB, USCA prepare for positions in sales and a student's grade in Sales I is based the College. And the curriculum associate member customer service. Activities are on their LinkedIn profile. They in the program is continuously Program Type(s): UCE grounded in practical exercises of B2B selling, focusing on solution also help with sales internships, updated to reflect recent trends in As the only academic center selling, role play, and challenger mentoring and networking events. the global business world. dedicated to developing the sales sales. A sales internship is Students in Professional Sales II skills of North Dakota’s students, REUTLINGEN UNIVERSITY CONGRATULATIONS! included in the Professional Sales make out-going new business NDSU's Center for Professional www.esb-business-school.de concentration program. development calls both in person Selling and Sales Technology and on the phone. Dr. Tobias Schuetz Eli Jones offers a certificate in professional OHIO UNIVERSITY [email protected] POINT PARK UNIVERSITY Professor of Marketing selling that enables students across www.scheysalescentre.com ESB Business School Reutlingen www.pointpark.edu or the university to develop their Adam Rapp, Ph.D. Baden-Wuerttemberg, Germany 72762 Dean of Mays Business School https://www.pointpark.edu/ sales competencies. The Center [email protected] +49 (7121) 271 3099 Texas A&M University combines a highly-engaged academics/schools/business/ Schey Sales Centre Students: 21 advisory committee, a group of UndergraduateProgram/ Athens, OH 45701-2979 Start Year: 2011 committed corporate partners MarketingandSales 740-593-9328 Accreditation(s): AACSB, FIBAA with an academically qualified Dr. Dorene Ciletti Program Type(s): GCE teaching staff possessing industry Students: 600 [email protected] Start Year: 1997 Focus Option(s): Information experience. Pittsburgh, PA 15222 Accreditation(s): AACSB, SMT Technology 412-392-1940 NORTHERN ARIZONA UNIVERSITY Program Type(s): UCE, UEM, GF, The programme is dedicated to http://franke.nau.edu/ EC, ET Students: 50 young professionals who work and Start Year: 2019 Kevin Trainor Established by the Ohio University study at the same time. Prerequisite Accreditation(s): IACBE [email protected] Board of Trustees in 1997 as one for the enrollment is a reduced Program Type(s): UCO, UMN, UMJ The W.A. Franke College of Business of the first ten collegiate sales contract of employment (75%) with Flagstaff, AZ 86011-5066 programs in the country, the Schey Point Park's professional sales a major company in the field of Also pictured: 928-523-7369 Sales Centre’s unique combination program demonstrates a sales for complex B2B products Fern Jones commitment to social responsibility and business solutions (mostly but Serving students, industry, academia, Students: 150 of: 1. Inside the classroom, real in sales. We plan to continue not exclusively IBM and HP). Start Year: 2015 sales readiness training curriculum; UNIVERSITY SALES CENTER ALLIANCE and our community. growing sales offerings, supporting Accreditation(s): AACSB 2. Outside the classroom self- RYERSON UNIVERSITY student learning and career mays.tamu.edu/sales Program Type(s): UCE, UCO discovery, personal growth and ryerson.ca/tedrogersschool/htm OUTSTANDING DEAN | 2019 professional development; and opportunities. The program strives Sales classes are available to Karen Peesker 3. Practical experience helping run to develop career-ready graduates students pursuing a professional [email protected] the Centre as a small “business” who are well-prepared to meet the selling concentration within the gives students a “fair-unfair” demands of the marketplace. Ted Rogers School of Management marketing major or a certificate advantage getting the best sales Toronto, Ontario, Canada M5B 2K3 Program Type(s): UCE, UMN Murfreesboro, TN 37132 Atlanta, GA 30314-3773 enhance the sales and behavioral to non-marketing majors. As a PURDUE UNIVERSITY jobs upon graduation and jump 647 960 8803 615-898-2112 470-639-0587 skills of students in the program. Salesforce.com Academic Alliance www.purdue.edu/proselling Modules include Dress for Success; starts successful careers. Students: 58 This facility is also used for the partner, the program emphasizes video role plays; case studies; Students: 130 Students: 16 Dr. Anita Dale Start Year: 2018 Annual Bayou Sales Challenge, CRM as a strategy and delivers OLD DOMINION UNIVERSITY guest speakers from partner Start Year: 2018 Start Year: 2014 [email protected] Accreditation(s): AACSB a regional intercollegiate sales Salesforce.com vendor approved https://www.odu.edu/academics/ companies; sales specific job Accreditation(s): AACSB Accreditation(s): AACSB West Lafayette, IN 47907-2060 Program Type(s): UMN fairs/Meet and Greet; career Program Type(s): UCO Program Type(s): UMN role-play competition hosted by training to students in the Sales programs/undergraduate/ the College of Business at Nicholls 765-494-4860 Focus Option(s): Entrepreneurship, assessments; students sell tickets Students complete sales internships, The program is introducing Strategy and Technology class. professional-sales each spring. Nicholls also has a Students: 400 Financial Services, International for professional sport teams; only sales courses and other preparatory students to Salesforce.com as a Aaron Arndt cross-disciplinary degree program NORTHERN ILLINOIS UNIVERSITY Start Year: 2010 Business, Technology, Tourism & Sales Center in Colorado. programs and may join a sales sales tool and encouraging them [email protected] with Finance to prepare students https://www.cob.niu.edu/ Accreditation(s): USCA associate Hospitality team that participates in national to get Admin certified. A give- MICHIGAN STATE UNIVERSITY for a career in Financial Services academics/marketing/certificates/ Norfolk, VA 23529 member Applied professional skills are sales competitions. To encourage back sales project in the Principles http://salesleader.msu.edu Marketing. prof-sales.shtml 757-683-4986 Program Type(s): UMJ, ET developed throughout research sales skill development and of Professional Selling class is Jennifer Rumler Chuck Howlett Students: 56 Focus Option(s): Entrepreneurship, assignments, tutorials, case studies, participation in national competitive required. Speakers each semester NORTH CAROLINA A&T [email protected] [email protected] Start Year: 2016 Financial Services, Hospitality simulations, an internship course events, a corporate-sponsored will be in the areas of the majors STATE UNIVERSITY Accreditation(s): AACSB, PSE and off-campus applied projects. East Lansing, MI 48824 competition across all sections of of the students in the sales classes. http://www.ncat.edu DeKalb, IL 60115 The program focuses on quantity 517-355-9659 815-753-6219 Program Type(s): UCO and quality by providing 19 Personal Selling was created. Ex: science major can expect Joseph R. Huscroft, Jr., PhD SALISBURY UNIVERSITY Students: 120 a speaker in a science-related Students: 325 The sales concentration is affiliated custom-tailored Sales Competitions http://www.salisbury.edu/masmi MISSOURI STATE UNIVERSITY [email protected] with the newly launched Thurmond per year that are sponsored by Start Year: 2009 sales position. The goal is for this Start Year: 1988 Dr. Amit Poddar www.missouristate.edu Greensboro, NC 27411 Negotiations Lab, which focuses corporate Partners and delivered Accreditation(s): AACSB, USCA interdisciplinary minor to show Accreditation(s): AACSB, USCA [email protected] Dr. Alex Hamwi 336-285-3386 full member, PSE, GSSI on empowerment through on the Purdue campus. The Purdue associate member, PSE students that their major can also Perdue School of Business Program Type(s): UCO, UMN, ET [email protected] be utilized in a sales role. Students: 50 Program Type(s): UCE personal selling, negotiations, and Center for Professional Selling communication skills. The Lab hosts enhances and extends what is Salisbury, MD 21801 Focus Option(s): Communication/ Springfield, MO 65897 Start Year: 2005 Founded in 1988, NIU was one of NICHOLLS STATE UNIVERSITY the annual Sales Slam Competition learned in the sales classrooms 410-548-7756 Broadcast Sales, Entrepreneurship, 417-836-5494 Accreditation(s): AACSB the original sales programs in the https://www.nicholls.edu/business/ featuring solution selling and with practical experiences, Students: 115 Financial Services, Insurance, Program Type(s): UCE, UCO, UMN country and the only one to publish Students: 150 marketing/ watching pitch events. Additionally, enabling students to contribute Start Year: 2015 International Business, Medical/ Start Year: 2005 NCA&TSU is a Historically Black a journal (Journal of Selling) that Mrs. Laura Lott Valenti sales classes are held in the state- faster and more meaningfully in Accreditation(s): AACSB, healthcare, Technology Accreditation(s): AACSB University offering a concentration bridges sales theory and practice. [email protected] of-the-art Jensen Communication their internships and jobs. USCA full member The Sales Leadership Minor at MSU Program Type(s): UCO, UMN and a minor in Professional Selling Students gain sales expertise Thibodaux, LA 70310 within the Bachelor of Science Lab. Sales classes are capped at Program Type(s): UMN is the only program in the country Missouri State takes pride in via pre-call plans, constant role PURDUE UNIVERSITY NORTHWEST 985-448-4187 in marketing program. It offers 28 students. Students are required to do a that combines the efforts of two application. The university provides plays both in the principles https://academics.pnw.edu/ a professional networking and mandatory Internship in Sales. nationally-ranked Colleges, the Eli students with an abundance of face Students: 20 and advanced sales classes, PLYMOUTH STATE UNIVERSITY business/white-lodging- role-practice facility used to The internship is a faculty Broad College of Business and the time with professional salespeople Start Year: 2003 negotiations, shadow days, and an www.plymouth.edu professional-selling-lab/ enhance the sales and behavioral supervised internship. College of Communication Arts from the business community. Accreditation(s): AACSB inside-sales call center with state-of- Bob Nadeau Claudia Mich skills of students in the program. and Sciences. Program Type(s): UCO the-art software and curriculum. [email protected] [email protected] SAMFORD UNIVERSITY MOREHOUSE COLLEGE NCA&TSU is attracting various Focus Option(s): Financial Services http://samford.edu/business/ MIDDLE TENNESSEE www.morehouse.edu majors within and outside of the NORTHWEST UNIVERSITY Plymouth, NH 03264 Hammond, IN 46323 This program utilizes a professional-sales-concentration STATE UNIVERSITY business schools to obtain the https://www.northwestu.edu/ 603-854-0886 219-989-2776 Dr. Cassandra Wells professional, corporate-style www.mtsu.edu/sales minor. Many students are selected college-business/ Students: 200 Students: 50 C. Clifton Eason [email protected] training facility including five Dr. Lucy M. Matthews for internships in the renowned 3M Dr. Jeremy Chambers Start Year: 2009 Start Year: 2016 [email protected] role-play rooms that are used to [email protected] Frontline Sales Program. [email protected] Accreditation(s): AACSB

18 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 19 April Kemp calls. Students are required to Sales students are encouraged are hard workers and faculty strives Connect with future professional sales leaders. [email protected] complete a Business Practicum to participate in Professional daily to find new and different Hammond, LA 70402 class before graduation. Development through PSO ways to challenge them. (Professional Selling Organization). 985-549-2277 ST. CLOUD STATE UNIVERSITY TURKU UNIVERSITY Fox's PSO offers professional sales Students: 90 www.stcloudstate.edu/mkbl/ OF APPLIED SCIENCES training and hands-on role-play Start Year: 2017 programs.asp www.turkuamk.fi experience to fully understand and Accreditation(s): AACSB Dennis Bristow; Rajesh Gulati appreciate the nuances of the sales Sirpa Hanti Program Type(s): UCO [email protected] process. [email protected] This highly interactive course St. Cloud, MN 56301-4498 Turku, South-West Finland 20520 TEXAS A&M UNIVERSITY will guide participants through 320-308-2057 +358505985675 the entire sales process and www.mays.tamu.edu/sales Students: 70 Students: 70 incorporates the modern method Andrew Loring Start Year: 2013 Start Year: 2008 of consultative/solutions selling. [email protected] Accreditation(s): AACSB, PSE Accreditation(s): GSSI, Ministery SOUTHERN NEW HAMPSHIRE Program Type(s): USP College Station, TX 77843 of Education 979-845-2958 UNIVERSITY The program features the Program Type(s): UCE, UMJ, UMN www.snhu.edu Northwest Mutual Sales lab and Students: 120 Focus Option(s): Financial Services, Micheline Anstey emphasizes experiential learning Start Year: 2015 Industrial Distribution, Insurance, [email protected] via in-house sales competitions Accreditation(s): AACSB, PSE, International Business, Real Estate, USCA associate member Technology Manchester, NH 03106 and shadowing of sales people Program Type(s): UCO 603-668-2211 and sales managers. The project is developing a new This program hosts its own Sales type of sales training concept Students: 70 STETSON UNIVERSITY Competition with students from the where higher education institutions Start Year: 2013 http://www.stetson.edu/business/ Business School, Agriculture School and companies are in close Accreditation(s): NCBSP sales/index.php and Industrial Distribution program. collaboration to develop sales Program Type(s): UCO, UMN John Riggs know-how. The objective is a TEXAS CHRISTIAN UNIVERSITY As a general education course, [email protected] system extending to all of Europe, The Center for Global Sales Leadership Home of the National Team http://www.neeley.tcu.edu/ Professional Selling attracts Deland, FL 32723 with companies joining in at all creates career-defining moments for Selling Competition SalesandInsights/ students from all majors. Students 386-822-7363 stages of sales training: planning, undergraduate students at the Kelley participate in real world selling Dr. Zach Hall Students: 112 implementation and evaluation of October 21–23, 2020 projects and network with [email protected] School of Business, ranked #6 in Start Year: 2017 the skills of students. distinguished sales professionals Accreditation(s): AACSB Fort Worth, TX 76129 Marketing by U.S. News & World Report, from the community. Students TUSKEGEE UNIVERSITY Program Type(s): UMN, UMJ 817-257-5068 2020. Through innovative sales education participate in live, video-taped www.tuskegee.edu/ Students: 75 role plays critiqued by both sales The program was made possible by Faye Hall Jackson and corporate networking opportunities, Start Year: 2018 faculty and sales practitioners. a donation from Stetson alumnus, [email protected] CGSL turns students’ individual moments Leopoldo Fernandez, in honor of his Accreditation(s): AACSB Although there is a selective Andrew F. Brimmer College of into lasting career momentum. father, Genaro Fernandez Centurion. Program Type(s): UCE process for those wishing to Business and Information Sciences Leo Fernandez graduated in 1973 This program has been recognized minor in Professional Sales, all are Tuskegee, AL 36088 Learn more: gokelley.iu.edu/globalsales from the Stetson University School by the university and is offering strongly encouraged to become 334-727-8775 a member of the SNHU Student of Business Administration. He is the three sales classes. Students: 20 Professional Selling Association. only entrepreneur in the Spanish market to lead two companies, TEXAS STATE UNIVERSITY Start Year: 1996 Birmingham, AL 35229 Dr. Rich Campbell ST. AMBROSE UNIVERSITY http://txstsalescenter.com/ Accreditation(s): AACSB, PSE Milano, Italy 20136 UNIVERSITY OF ABERDEEN 205-726-2677 [email protected] Jazztel and Tele-Pizza, from start-up, +39 02 58366820 www.abdn.ac.uk www.sau.edu or from near bankruptcy, into the Vicki West Program Type(s): UMJ Students: 55 Rohnert Park, CA 94928 Joseph L. Kehoe IBEX 35. [email protected] Students receive CRM training. Students: 80 Peter Waggott Start Year: 2015 707-664-2377 [email protected] McCoy College of Business Salesforce is the CRM platforms Start Year: 2003 [email protected] TECHNOLOGICAL Accreditation(s): AACSB Students: 15 San Marcos, TX 78666 of choice. Sales Internships are Accreditation(s): GSSI Aberdeen, Scotland AB24 3FX Davenport, IA 52803 UNIVERSITY DUBLIN Program Type(s): UCO Start Year: 2013 512-245-3224 provided by 3M, Altria, Graybar, Program Type(s): UEM, GF, ET 0 44 (0) 1224 272000 563-333-5825 www.dit.ie The program prides itself on the Accreditation(s): AACSB Edward Jones, Otis Elevators- Focus Option(s): Industrial Students: 70 Students: 175 Students: 60 low faculty-student ratio and its Program Type(s): UCE Dr. Anthony Buckley United Technologies, Rockwell Distribution, Technology Start Year: 2016 Start Year: 2012 Start Year: 2016 ability to connect students with Focus Option(s): Wine and Spirits [email protected] Collins, P&G, and many others. Sales strategy focus is on Accreditation(s): USCA Accreditation(s): AACSB, USCA Accreditation(s): GSSI, Association quality internships, mentors, and Dublin, Ireland 2 Students receive SAP training (Roll consultative selling in the This program completed the associate member full member, GSSI of professional Sales (UK) job providers. There is also a +35314027114 out Fall Semester 2015). SAP GUI. B2B marketplace, and channel approval process to become Program Type(s): UMJ, UMN Program Type(s): UCO Program Type(s): UMN, GCE, GF, ET very enthusiastic Advisory Board, recognized by the university. Students: 120 management (B2B2B or B2B2C). Focus Option(s): Entrepreneurship, Focus Option(s): Medical/ The program has a very strong UNIVERSIDAD DE CHILE comprised of distinguished sales It is anticipated that 15 students Start Year: 1994 Sales Management covers strategy International Business, Technology professionals, for the program. Healthcare Sales and active corporate partners' http://unegocios.uchile.cl of organization; recruitment; will complete the certificate Accreditation(s): AMBA & A 2-Day Sales Workshop is delivered The program makes extensive use program. It also has professional development; incentive; etc. SAN DIEGO STATE UNIVERSITY requirements annually. There is a Marketing Institute of Ireland Jorge Bullemore at our Doha campus in Qatar twice a of assessment measures to help selling student ambassadors. Sales skills focus on essential http://cbaweb.sdsu.edu/ focus on Wine and Spirits sales. Program Type(s): UCE, UMN, GF, [email protected] year since Academic Year 2018/2019. students identify characteristics Industry days are a new edition consultative skills. marketing/sales GCE Santiago RM, Chile 8330015 SOUTHEAST MISSOURI on which to build. The program to the program, and some of the UNIVERSITY OF AKRON + 56994405513 UNIVERSITY CLERMONT Heather Honea STATE UNIVERSITY is highly personalized and We are a founding institute of the corporate partners participate in http://www.fishersalesinstitute.com [email protected] http://semo.edu/study/sales- AKAM (Association for Key Ac- Business Leadership Week. The Students: 35 graduate students AUVERGNE experiential and is designed to David Payne management.html count Management). We host the program has a founding alumni Start Year: 2000 http://iae.uca.fr San Diego, CA 92182 ensure our graduates are well [email protected] 619-594-4308 Dena Hale prepared to enter the workforce. Ireland Chapter of the American advisory board of directors Accreditation(s): AACSB Pascal Brassier Fisher Institute for Professional Selling [email protected] Association of Inside Sales Profes- representing sales executives from Program Type(s): GE, GF, ET [email protected] Students: 50 ST. CATHERINE UNIVERSITY Akron, OH 44325 sionals (AA-ISP) and run the only around the country, and is also The Center for Management & Clermont-Ferrand Start Year: 2012 Cape Girardeau, MO 63701 www.stkate.edu/sales MSc (Sales Management) masters participating in research projects 330-972-8084 Accreditation(s): AACSB, GSSI, PSE 573-651-5139 Corporate Development (Centro Auvergne, France 63008 Mary Jacobs programme in Ireland. with our corporate partners. Students: 270 Program Type(s): USP de desarrollo gerencial) has as its 0033 4 73 17 78 04 Students: 90 [email protected] Start Year: 1992 Focus Option(s): Communication/ TEMPLE UNIVERSITY THE CITADEL mission to provide educational Students: 130 Start Year: 2010 Accreditation(s): AACSB, USCA Broadcast Sales, Entrepreneurship, St. Paul, MN 55105 http://www.fox.temple.edu/ www.citadel.edu solutions to executives in Latin Start Year: 2017 Accreditation(s): AACSB full member, PSE International Business 651-690-8762 cms_academics/dept/marketing- American organizations to Accreditation(s): GSSI, IAE Program Type(s): UMJ, UMN Bob Riggle Program Type(s): UCE, UMJ, Students: 40 supply-chain-management/ maximize the human capital Network (French Business Starting in the fall semester of 2013, Focus Option(s): Communication/ [email protected] UMN, EC, ET Start Year: 1998 involved in their professional and Administration Institutes) the Marketing Department of the Broadcast Sales, Entrepreneurship, Mary Conran Charleston, SC 29409 Focus Option(s): Entrepreneurship, Accreditation(s): USCA associate business activities, thus increasing Program Type(s): UCO, UMJ, UMN, College of Business Administration Industrial Distribution, International [email protected] 843-953-6978 Financial Services, International member, PSE their contribution of value to the USP, GCE, ET offered the Professional Selling and Business Fox School of Business & Management Business, Medical/Healthcare Program Type(s): UCE, UMJ, UMN, Students: 35 environment in the long term. 100% Focus Option(s): International Sales Management Specialization SMSU is developing a sales Philadelphia, PA 19122 Start Year: 2013 of the faculty has over 15 years of Sales, Technology to undergraduates. Students EC, ET Business center and enhancing its sales 215-204-8152 Accreditation(s): AACSB, PSE working experience as managers Founded in 1992, the Fisher Institute participate in the 3M Frontline Sales Focus Option(s): Entrepreneurship, This program partners with a large program. The focus is on creating Students: 80 Program Type(s): UCO or VP level (practitioners). for Professional Selling is the 2nd Program and internships through Medical/Healthcare Sales network of universities and partner an entrepreneurial mindset among Start Year: 2012 oldest university Sales Program the College of Business Internship Students have minimum 6 hours The program is up and coming. UNIVERSITA BOCCONI companies around the world our sales students. Accreditation(s): AACSB in the world. It has 30 Corporate program. personal interaction with sales Student placement is consistently www.sdabocconi.it promoting internships and study Program Type(s): UMN, UMJ improving, and the program is Partners at three different levels SOUTHEASTERN LOUISIANA professionals. Students are certified Dr. Paolo Guenzi abroad. It has a teaching team SONOMA STATE UNIVERSITY Focus Option(s): Entrepreneurship, forging new relationships with of engagement and related UNIVERSITY using Speak Easy software, learning [email protected] renowned for its research and www.sonoma.edu/sbe southeastern.edu/sales the skills of making outbound sales Financial Services, Insurance, companies every day. The cadets benefits. The Fisher supports a International Business expertise in their discipline.

20 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 21 a Sales Training by Team-Teaching UCM makes good use of its Department offers a Concentration mixes theory and practice while UNIVERSITY OF LOUISIANA dynamic field of sales. Through the and by role plays. In the Labor we State Farm Sales Lab by hosting and Minor in Professional Sales. helping develop the key soft skills AT LAFAYETTE certificate's required coursework record the sales meetings and ana- the annual State Farm Marketing UCONN's PSL program is the that employers want. http://moody.louisiana.edu/ and internship, students acquire lyze the emotions during the sales and Sales Competition, as well only professional sales certificate vital skills as well as knowledge of UNIVERSITY OF GEORGIA Brent Baker conversation. We measure the skin as the Fastenal Sales Competition. program in New England at current best practices in the sales http://www.terry.uga.edu/ [email protected] conductance response, blood pa- All marketing majors and minors a leading research university. profession and sales management. directory/profile/jhulland/ Lafayette, LA 70504 rameters, the pulse and the body complete the Professional Sales The program is committed to 701-213-5311 UNIVERSITY OF NEBRASKA temperature. Partners such as SAM- course. advancing sales management John Hulland AT KEARNEY SUNG, CANON or Masterfoods expertise through experiential [email protected] Students: 90 UNIVERSITY OF provide their products to simulate education, and by developing Terry College of Business Start Year: 2009 INDUSTRIAL DISTRIBUTION SALES PROGRAM CENTRAL OKLAHOMA www.unkid.org a real sales situation. ethical and strategically-oriented Athens, GA 30602 Accreditation(s): AACSB www.uco.edu sales professionals. 706-542-3764 Program Type(s): UCO, UMN Rod Flanigan UNIVERSITY OF APPLIED SCIENCES Bob Kaiser Focus Option(s): Communication/ [email protected] Students: 270 UPPER AUSTRIA [email protected] UNIVERSITY OF DAYTON Broadcast Sales, Entrepreneurship, Start Year: 2006 Kearney, NE 68849 www.fh-ooe.at/gsm http://www.udayton.edu/ Financial Services, Insurance, Edmond, OK 73034 Accreditation(s): AACSB, PSE 308-865-8803 Dr. Margarethe Überwimmer business/index.php#3 International Business Medical/ 405-974-5838 Program Type(s): UCE, UEM Students: 140 [email protected] Anthony (Tony) Krystofik Healthcare Sales, Technology Students: 180 Focus Option(s): Communication/ Start Year: 1988 [email protected] Steyr, Austria 4400 Start Year: 2009 Broadcast Sales, Entrepreneurship, The B. I. Moody III College of Accreditation(s): ATMAE +43 664 80484 33612 Accreditation(s): AACSB, USCA- Dayton, OH 45469-2271 Financial Services, Industrial Business Administration is a vibrant Program Type(s): UMJ Students: 60 associate member, AASCU 937-371-4552 Distribution, Insurance, International learning community in a culturally Focus Option(s): Industrial Start Year: 2003 (American Association of State Students: 250 Business, Medical/healthcare Sales, rich region. It fosters intellectual Distribution, Technology curiosity, creativity, and innovation Accreditation(s): GSSI Colleges and Universities) Start Year: 2005 Technology The degree program focuses to produce a seasoned gumbo of Program Type(s): UCE, GCE Program Type(s): UMJ, UMN, GF Accreditation(s): AACSB, PSE Professional selling students on technical sales with a 12 successful professionals, scholars, Focus Option(s): Entrepreneurship, Focus Option(s): Financial Services, Program Type(s): UEM, UMN must complete an internship and hour internship, sales-oriented and global citizens. Industrial Distribution, International Insurance, Medical/Healthcare Sales Focus Option(s): Medical/ participate in the Terry College PSE technical courses, professional Business, Technology The program design is focused healthcare Sales, Technology Sales Competition. Winners attend UNIVERSITY OF LOUISVILLE selling/negotiation courses, and The program features consist of on learning the application of the The Fiore Talarico Center for the National Collegiate Sales www.business.louisville.edu/marketing role-plays of sales and branch BA: Mechatronics and Production sales process and development Professional Selling including state Competition. The key resources P.S. Raju operations functions in The technologies, Cross Cultural of the art of the sale. It is the only of the art sales labs was completed for the sales program are an active [email protected] Industrial Distribution Simulation competences, three languages, sales program in Oklahoma's high- in December 2012. There are Board of Advisors, the State Farm Lab. Corporate partners develop Louisville, KY 40292 Export Management, compulsory er learning institutions. different environments for students Sales Laboratory facility, and an professional relationships with 502-852-4860 semester abroad, Applied Ethics, to perform sales call role play active PSE Chapter, Gamma. students through exclusive UNIVERSITY OF CINCINNATI Double Degree possibilities, 40 % activities: Sales Lab 1 for one-on- Students: 120 career events. The program http://business.uc.edu/centers/ UNIVERSITY OF HOUSTON international students from around one/two-on-one selling; Sales Start Year: 2000 works exclusively with Wholesale sales-center.html www.salesexcellenceinstitute.org 15 countries. Lab2 for one-on-one selling/two- Accreditation(s): AACSB Industrial Distributor and Jennifer Barlow on-one selling; Sales Conference Rabail Bukhari Program Type(s): UEM manufacturers. UNIVERSITY OF ARKANSAS [email protected] Room 3 for team selling; Sales [email protected] Real sales readiness training in AT LITTLE ROCK UNIVERSITY OF NEBRASKA Carl H. Lindner College of Business Lobby Room 4 for impromptu Stephen Stagner Sales consultative selling, role playing www.ualr.edu/selling/ AT KEARNEY Cincinnati, OH 45221-0145 sales discussions and Sales Training Excellence Institute focused curricula and teaching PROFESSIONAL BUSINESS SALES Dr. Lenita Davis 513-556-7375 Room 6 for larger group sales Houston, TX 77204 how to become identified in the MARKETING PROGRAM [email protected] activities and sales presentations to 713-743-4564 workplace as "someone who gets Students: 300 www.unk.edu Little Rock, AR 72204-1099 Start Year: 2011 buying committees. Students: 700 it" helps the sales students hit the Major, Minor, and Certificate in John Hansen Marsha Yeagley 501-569-8862 Accreditation(s): AACSB Start Year: 1995 ground running, ramp up faster and Professional Sales, and is the only [email protected] UNIVERSITY OF DENVER [email protected] Students: 30 Program Type(s): UCO, UEM, Accreditation(s): AACSB, USCA have better results their first year Sales Program in the world to www.daniels.du.edu Birmingham, AL 35233 Start Year: 2007 UMN, USP, GCE full member, GSSI selling. Kearney, NE 68845 offer customized Sales Certificates Michele L. Cunningham 205-996-2069 Accreditation(s): AACSB, GSSI, Focus Option(s): Communication/ Program Type(s): UCE, UCO, UMN, 308-865-8345 in Health Care Selling and [email protected] UNIVERSITY OF MINNESOTA, Students: 60 USCA associate member Broadcast Sales, Entrepreneurship, GCE, EC, ET DULUTH Students: 96 Engineering/Technical Sales. Daniels College of Business Start Year: 2008 Program Type(s): UCE, UEM, UMN Financial Services, Insurance, https://lsbe.d.umn.edu/majors- Start Year: 1975 Denver, CO 80210 On an annual basis the program UNIVERSITY OF ALABAMA Accreditation(s): AACSB Students participate in the Medical/Healthcare Sales touches over 1,200 students in minors/majors Accreditation(s): AACSB 303-871-7703 Program Type(s): UEM, EC www.uasalesprogram.com Program Type(s): UCE program's "Professional Edge" The UC sales program specializes some way. The concentration has John Kratz Students: 50 Joe Calamusa IV Focus Option(s): Entrepreneurship, placement activities, including in teaching women how to 350 students. There is an active [email protected] Experiential hands-on-learning Industrial Distribution, Medical/ speed mixers and networking overcome their fear of failure, Start Year: 2018 is required. All business students [email protected] business partner mentorship Labovitz School of Business Healthcare Sales, Digital Marketing events with employers. how to increase their resiliency, Accreditation(s): AACSB must have 3 credit hours of an Culverhouse College of program embedded in the and Economic and how to build confidence: all Program Type(s): UCO, UMN, ET program. Each student's capstone approved experiential learning. Commerce & Business All professors in the program UNIVERSITY OF CENTRAL FLORIDA Duluth, MN 55812 of which prepares women for Sales leadership and practical internship/practicum is customized Voicethread is being used for Administration have real world sales, sales www.bus.ucf.edu/marketing 218-726-7155 Tuscaloosa, AL 35406 management and/or company stellar careers in sales. Based on experience are embedded within to his/her area of interest such sales role plays. leadership experience. Sell. William Steiger research collected from the P&G the program. Students engage with as media, distribution, sports Students: 40 205-348-8923 UNIVERSITY OF NEBRASKA-LINCOLN Better. Faster (TM) [email protected] grant, we have closed the gender industry experts in the classroom marketing, commercial real estate, Start Year: 2019 Students: 800 breakfast series http://cbatest40.unl.edu/academic- Orlando, FL 32816-1400 gap in resiliency. Because UC is as well as with internships, a job financial services etc. Accreditation(s): AACSB Start Year: 2007 feature industry sales leaders. programs/programs-and-degrees/ Very dynamic, practitioner 407-823-4586 a major research institution in a shadow program, sales panels, Program Type(s): UMJ Accreditation(s): AACSB UNIVERSITY OF KANSAS sales-center/ oriented program. Students: 45 metropolitan location, UC offers sales competitions, and career This is a 3M Frontline Sales School - Program Type(s): UCE, UMN, GC, https://business.ku.edu/degree- Ravi Sohi, PhD Start Year: 2005 sales education from leading events. one of 14 in the U.S. GF UNIVERSITY OF APPLIED SCIENCES programs/undergraduate/ [email protected] Accreditation(s): AACSB, USCA researchers and seasoned sales The UA Sales Program features IN WIENER NEUSTADT UNIVERSITY OF FLORIDA certificate/professional-selling- UNIVERSITY OF MISSOURI associate member, SACS professionals. Lincoln, NE 68588-0492 a robust Advisory Board of https://www.fhwn.ac.at/hochschule/ warrington.ufl.edu/professionalselling program/students https://business.missouri.edu/ Program Type(s): UCE, UMJ, UMN 402-472-2316 corporate supporter, employers, institute/marketing-sales UNIVERSITY OF CONNECTICUT Dennis DiPasquale centers-institutes/center-sales-and- Kristen Helling Students: 20-25 and mentors that contribute Dr. Ursula Haas-Kotzegger The program has a dedicated sales http://marketing.business.uconn. [email protected] [email protected] customer-development/ lab with 18 breakout/recording edu/undergraduate/professional- Start Year: 2013 scholarships, jobs and internships, [email protected] Gainesville, FL 32611 Wayne Keene rooms. Each student is assigned a sales-leadership/ Lawrence, KS, 66045 Accreditation(s): AACSB, PSE, and curriculum tools. There are 352-273-4446 [email protected] Wiener Neustadt, Austria A-2700 professional sales mentor during 785-864-6776 USCA Associate Member over 50 live selling projects per William M. Ryan Students: 300 0043 2622 89 084 ext 315 each semester in the program. Students: 140 Trulaske College of Business Program Type(s): UCE, EC, ET year, sponsored by corporate [email protected] Start Year: 2018 partners. The Program is also Students: 381 Start Year: 2016 Columbia, MO 65211 Focus Option(s): Entrepreneurship, Start Year: 1994 UNIVERSITY OF CENTRAL MISSOURI Storrs, CT 06269-1041 Accreditation(s): AACSB Accreditation(s): AACSB 573-590-2377 Financial Services, Industrial augmented by a UA Sales https://www.ucmo.edu/ 860-951-1775 Program Type(s): UMN Lab featuring 8 technology- Accreditation(s): GSSI, AASE Program Type(s): UCE Students: 250 Distribution, Insurance, International (Academic Association of Sales harmon-college-of-business-and- Students: 75 Focus Option(s): Entrepreneurship, Focus Option(s): Consultative Start Year: 2011 Business driven training spaces. The professional-studies/school-of- International Business Engineering) Start Year: 2001 Selling Accreditation(s): AACSB, PSE The program is open to all majors Sales Program's student staff business-administration/marketing/ includes over 50 graduate and Program Type(s): UMJ, USP, GF, Accreditation(s): AACSB, PSE UF offers a value and consultative- Graduates of the program will Program Type(s): UCE, USP, EC, ET on campus, including non-business undergraduate students who share EC, ET Dr. Charles Schwepker Program Type(s): UCO, UMN focused program that does help consumers and businesses Focus Option(s): Communication/ students. State of the art role play in an annual scholarship pool of Focus Option(s): Financial Services, [email protected] Focus Option(s): Communication/ not espouse any one selling define their needs, understand and Broadcast Sales, Entrepreneurship, labs, Ph.D. seminar in Sales and over $300,000. International Business, Medical/ Warrensburg, MO 64093 Broadcast Sales, Financial Services, methodology or technology. evaluate buying options, facilitate Financial Services, Industrial Sales Management., Academic Healthcare Sales, Technology 660-543-8554 Insurance, Industrial Distribution, Students who graduate with a effective purchase decisions, and Distribution, Insurance, Medical/ and practitioner related research of UNIVERSITY OF ALABAMA Medical/Healthcare Sales, minor in Professional Selling will Bachelor programme -students Students: 20 forge enduring relationships. Healthcare Sales, Technology sales related topics are offered as AT BIRMINGHAM Technology, Media/Entertainment have experience in real selling get in touch with the principles of Start Year: 2008 This certificate prepares part of the program. www.uab.edu/business/degrees- scenarios in and out of the Sales by role plays; Master pro- Accreditation(s): AACSB The University of Connecticut undergraduate students for careers certificates/professional-sales-certificate classroom. This is a program that gramme-students join every term Program Type(s): UCE, UCO School of Business Marketing in the highly professional and

22 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 23 UNIVERSITY OF NEBRASKA-OMAHA UNIVERSITY OF NORTH CAROLINA Joy Houser THE UNIVERSITY OF Dr. Howard Dover Michael G. Foster School of Business https://www.unomaha.edu/ AT GREENSBORO [email protected] SOUTH FLORIDA [email protected] Seattle, WA 98195-3226 Dr. Shannon Cummins www.bryan.uncg.edu/ncsi Denton, TX 76203 www.usf.edu/business/centers/ Richardson, TX 75080 206-616-6134 [email protected] James S. Boles 940-565-3075 marketing-sales-innovation/ 972-883-4420 Students: 225 Omaha, NE 68182 [email protected] Students: 50 Robert Hammond Students: 270 Start Year: 2001 PROFESSIONAL SALES 402-554-3156 North Carolina Sales Institute Start Year: 2014 [email protected] Start Year: 2012 Accreditation(s): AACSB DEGREE at Weber State University Program Type(s): UCE Students: 150 Greensboro, NC 27402 Accreditation(s): AACSB Tampa, FL 33620 Accreditation(s): AACSB, USCA Focus Option(s): Communication/ Start Year: 2018 336-334-4413 Program Type(s): UCO, UMN 813-974-5978 full member, GSSI Broadcast Sales, Entrepreneurship, Accreditation(s): AACSB, PSE Students: 115 Two primary developmental Program Type(s): UCE, UCO, UEM, Students: 280 Financial Services, Industrial Program Type(s): UCO, UMN Start Year: 2015 courses are comprised of six Start Year: 2017 GF Focus Option(s): Entrepreneurship, Distribution, Insurance, International All introductory students participate Accreditation(s): AACSB rigorous role plays that are both Accreditation(s): AACSB, USCA  50 years of sales Financial Services, Insurance, Business, Medical/Healthcare in live competitions judged by Program Type(s): UCE, UCO, UMN service and product based. Other associate member International Business, Medical/ Sales, Technology education partners, networking dinners, and Focus Option(s): Entrepreneurship, courses include a prospecting Program Type(s): UCE, UCO Financial Services, Industrial project and sales management healthcare Sales, Technology The Husky Sales Club (a registered lectures from industry experts. The sales curriculum is supported Distribution, International Business, case study analysis. student organization and an arm  Over 3000+ sales alum with co-curricular activities through Students in the professional sales UNIVERSITY OF NEW HAMPSHIRE Technology concentration benefit from the of the Sales Program) hosts a spanning the nation https://paulcollege.unh.edu UNIVERSITY OF PORTSMOUTH the Professional Sales Club and business partner Speaker Series All faculty have previous sales involvement of industry-leading www.port.ac.uk the Center for Marketing and throughout the academic year James McIlroy experience relevant to the course corporate partners, a faculty  100% online and 100% Richard Lowton Sales Innovation. The Center for and also hosts a Sales Career [email protected] they are teaching. dedicated to their students’ [email protected] Marketing and Sales Innovation Fair. The Foster Professional Sales in the classroom Peter T. Paul Center is expanding its lab capabilities education both inside the classroom UNIVERSITY OF NORTH CAROLINA Portsmouth Business School Program concludes each academic Durham, NH 03824 in spring 2019. The lab expansion and out, and a cadre of peers driven AT WILMINGTON Portsmouth, UK PO1 3DE year with a "Business Partners  Advantage: 603-828-1274 includes additional facilities for to succeed. Students who complete http://csb.uncw.edu/mkt/ +44-2392-844702 a sales concentration emerge ready Appreciation" breakfast. The Foster - 9 full-time faculty Students: 125 field sales training, new inside sales Dr. Lisa Scribner for the professional sales workforce, Professional Sales Program is Start Year: 2017 Students: 300 training seats, and state-of-the-art - 196 years of [email protected] resulting in faster ramp-up to affiliated with the Center for Sales Accreditation(s): AACSB Start Year: 2002 behavioral research assets. cumulative sales productivity and reduced turnover and Marketing Strategy. Program Type(s): UMN Cameron School of Business Accreditation(s): GSSI THE UNIVERSITY OF for employers. education Focus Option(s): Entrepreneurship, Wilmington, NC 28403 Program Type(s): USP, UCE, ET UNIVERSITY OF WISCONSIN- SOUTHERN MISSISSIPPI - 175 years of Financial Services, International 910-962-3814 Focus Option(s): Entrepreneurship, EAU CLAIRE www.usm.edu UNIVERSITY OF THE FRASER VALLEY cumulative sales Business, Technology Students: 166 International Business, Technology www.ufv.ca http://www.uwec/academics/ Dr. Jayme Foster college-business/departments- industry experience UNH Sales program offers Start Year: 2013 This is the largest and longest- Mark Breedveld [email protected] programs/management- students, employers, and alumni Accreditation(s): AACSB, USCA established sales programs in the [email protected] associate member, PSE UK. Award winning Sales teaching. Hattiesburg, MS 39406 marketing/academic-offerings/ the unique opportunity to engage Abbotsford, British Columbia, Program Type(s): UCO, ET European Sales Competition overall 601-266-4627 sales-center/ in professional networking to build Canada V2S 7M8 winners. All teaching staff have B2B Kristy Lauver weber.edu/sales skills and optimize experiences. This program has recently Students: 50 604-864-4694 UNH Sales Club allows students been accepted for Associate sales experience at a senior level, Start Year: 2009 [email protected] Students: 140 the opportunity to learn the Membership in the USCA. The VP, Account Director etc. Accreditation(s): AACSB Start Year: 1992 Eau Claire, WI 54701 basic consultative sales process, program held a "Sales Enablement Program Type(s): UCE THE UNIVERSITY OF SAN DIEGO Accreditation(s): EPAS/EFMD 715-836-4427 explore potential careers in Technology Forum" in March and Focus Option(s): Entrepreneurship, www.sandiego.edu Program Type(s): UEM Students: 125 sales and network with fellow "On-Boarding Best Practices & Medical/Healthcare Sales Carlton O’Neal Start Year: 1995 undergraduates and alumni. Trends" in November. It held its first UFV is the only undergraduate [email protected] Southern Miss has a long Accreditation(s): AACSB, USCA full UNH Professional Sales Group Internal Sales Contest in the Spring business program offered at a history of placing students with member, PSE is an elite experiential sales & and had another in the Fall using San Diego, CA 92110 Canadian university which requires Kenosha, WI 53141-2000 UNIVERSITY OF WISCONSIN- companies from the Fortune 500 Program Type(s): UEM, ET leadership course where students sponsors for each competition. 760-685-0855 all business students to take a 262-595-2415 WHITEWATER as well as smaller, entrepreneurial Focus Option(s): Marketing train for, host, and compete in Students: 60 course in professional selling. www.uwwsales.org UNIVERSITY OF NORTH CAROLINA organizations. Students enter many Analytics, Entrepreneurship, Students: 40 sales competitions and business Start Year: 2012 www.kenan-flagler.unc.edu industries including healthcare, UNIVERSITY OF TOLEDO Financial Services, International Start Year: 2010 Dr. Jimmy Peltier networking events. Accreditation(s): AACSB consumer products, retail, capital www.sales.utoledo.edu Business Accreditation(s): AACSB, USCA [email protected] Mark McNeilly Program Type(s): UEM, USP THE UNIVERSITY OF NEW HAVEN equipment, oil & gas, business Deirdre Jones associate member Institute for Sales Excellence [email protected] Focus Option(s): Communications/ The UWEC Sales and Sales www.newhaven.edu services, and others. The majority [email protected] or Program Type(s): UCE Whitewater, WI 53190 Kenan Flagler Business School Broadcast Sales, Entrepreneurship, Management Center sponsors the of marketing students start their [email protected] Focus Option(s): Entrepreneurship, 262-472-5474 Charles (Pete) Peterson Chapel Hill, NC 27599-3490 Financial Services Industrial Great Northwoods Sales Warm Financial Services, International careers in sales. Students: 250 [email protected] 919-413-5000 Distribution, Medical/Healthcare Edward Schmidt School of Up. The WarmUp is designed as a Business THE UNIVERSITY OF TEXAS Professional Sales developmental experience with Start Year: 2011 West Haven, CT 06516 Students: 30 Sales, Technology AT ARLINGTON Toledo, OH 43606 face-to-face feedback provided by National Team Selling Competition Accreditation(s): AACSB, PSE, 203-479-4551 Start Year: 2010 Recently the USD Sales Team http://wweb.uta.edu/marketing/ 419-530-6133, 419-530-2978 corporate judges immediately after Champions 2013. National Sales USCA full member, AMA, GSSI Students: 30 Accreditation(s): AACSB finished first in the International Challenge Champions 2016. undergrad_sales.html Students: 390 each of the two student role plays. Program Type(s): UCE, UEM, UMN Start Year: 2010 Program Type(s): UEM, GF, ET Collegiate Sales competition. Champions NCSC Grad Division Focus Option(s): Communication/ Accreditation(s): AACSB Focus Option(s): Entrepreneurship, Larry Chonko Start Year: 1990 UNIVERSITY OF WISCONSIN 2017. Best in class Sales Lab THE UNIVERSITY OF [email protected] Accreditation(s): AACSB, USCA full Broadcast Sales, Entrepreneurship. Program Type(s): UCE, UCO, UMN Financial Services, International OSHKOSH opened October 2018. Financial Services, Industrial Focus Option(s): Communication/ Business, Medical/Healthcare SOUTH CAROLINA Arlington, TX 76019 member, GSSI, PSE, AMA, NCSM www.uwosh.edu http://sc.edu/study/colleges_ Program Type(s): UCO, UMJ, UMN, UNIVERSITY OF WISCONSIN- Distribution, Insurance, Medical/ Broadcast Sales, Entrepreneurship, Sales, Technology, Channel Sales 871-272-0264 Melissa Bublitz schools/moore/business_solutions/ GCE, GF, EC, ET RIVER FALLS Healthcare Sales, Technology Financial Services, Insurance, Medical/ The program focuses on B2B Students: 165 [email protected] Healthcare Sales, Technology research_and_partnership_centers/ Focus Option(s): Communication/ http://www.uwrf.edu/cbe With seven different sales classes Consultative Selling, B2B2B and Start Year: 2013 Oshkosh, WI 54901 the program is serving another B2B2C Channel Management, center_for_sales_success/index.php broadcast Sales, Entrepreneurship, Ozcan Kilic This growing program accepts Accreditation(s): AACSB 920-424-1013 large set of students who have not Sales Strategy AND Sales Skills. Beth Renninger Financial Services, Insurance, [email protected] students with varying majors at the Program Type(s): UCE proclaimed sales but end up in University and requires that each [email protected] International Business, Medical/ Students: 32 River Falls, WI 54022 UNIVERSITY OF NORTH GEORGIA The Sales Certificate program will Healthcare Sales, Technology Start Year: 2012 sales. Numerous non-credit sales student complete a sales-specific Columbia, SC 29208 enhance students’ abilities to sell 715-425-4330 https://ung.edu/mike-cottrell- Our curricula is integrated, hands- Accreditation(s): AACSB certificate programs are offered internship. It Is growing rapidly. 803-777-7305 themselves, their ideas, as well Students: 30 college-of-business/academic- on, and taught by faculty with sales Program Type(s): UEM out of the Sales Institute; totally Students: 100 as products and services. It also Start Year: 2014 UNIVERSITY OF NORTH ALABAMA programs/majors/marketing- experience. Students complete a Students take the three required over 400 students attend annually. Start Year: 2017 equips students with knowledge Accreditation(s): AACSB www.unasalescenter.com business-degree.php required sales internship. UToledo sales courses as one integrated There are three internal sales Accreditation(s): AACSB and skills related to developing Program Type(s): UEM Timothy D. Butler Dr. Cindy B. Rippé is the only university in the US to cohort class. Semester involves competitions not counting those Program Type(s): USP and managing mutually beneficial [email protected] [email protected] require majors take a purchasing high participation with area The College of Business and done for sending students out relationships with customers. The The University of South Carolina class. Students compete at sales professionals via a Sales Economics has a prime location to other sales competitions. The Florence, AL 35632 Dahlonega, GA 30597 Sales Certificate program stresses Center for Sales Success operates regional and national competitions, Conference, a Career Symposium, close to the Twin Cities MSA with program has a UWW Sales Team, 256-765-5240 706-867-2152 the ethical, technological, and global for students at the intersection of maintaining a top 10 track record field trips, ride-alongs, and a set a large concentration of Fortune and AMA Sales Team, and a PSE Students: 100 Students: 60 aspects of professional sales. The the professional sales process, for over a decade. Our active of role play competitions coached 500 companies. This enables Sales Team. Start Year: 2011 Start Year: 2018 Program responds to the growing selling skills development and advisory board ensures strategic by professionals. students to get internships at Accreditation(s): AACSB, ACBSP, Accreditation(s): AACSB demand for students with a sales UNIVERSITY OF WYOMING application, and sales career alignment with the business top ranked companies in their USCA associate member Program Type(s): UCO education and it is available to both UNIVERSITY OF WISCONSIN- www.uwyo.edu/business understanding and exposure - all community. respective industries. In addition Program Type(s): UCE, UCO, UMJ, The program stresses hands-on sales of which is applied via experiential business and non-business majors. PARKSIDE to international sales experience, Mark Leach UMN, GF UNIVERSITY OF WASHINGTON www.uwp.edu/departments/ [email protected] practice and experiential learning. learning. They also interact with THE UNIVERSITY OF TEXAS faculty has been teaching sales for Sales Laboratory for use in role www.foster.uw.edu/ business/sales.certificate/index.cfm over 20 years. The program has a Laramie, WY 82071 UNIVERSITY OF NORTH TEXAS corporate sponsors, which gives AT DALLAS play critique. Live selling program professionalsalesprogram state-of-the-art Sales Laboratory to 307-766-3724 www.unt.edu partners access to top talent in http://jindal.utdallas.edu/academic- Dr. Peter Knight that all advanced students unique and relevant engagements. Barry Erickson [email protected] reinforce experiential learning. Students: 55 areas/marketing/marketing- participate in that employs CRM. undergraduate-program/ [email protected] Start Year: 2016

24 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 25 Accreditation(s): AACSB, GSSI, Dr. Ronald W. Pimentel majors. The University partners with Students: 150 USCA associate member [email protected] companies to provide students Start Year: 2003 The following universities provide opportunities for students Program Type(s): UMJ, UMN Vancouver, WA 98686-9600 with lead generating experience Accreditation(s): AACSB, USCA The University of Wyoming recently 360-546-9339 as part of the coursework, and a full member to obtain some classroom training and/or practical experience call center has been established Program Type(s): UCE, UMJ, UMN, ET hired an endowed chair in sales, to Students: 40 specific to professional sales. Most are working with their complement Its new Sales Initiative. for role-play and constructive Focus Option(s): Financial Services OTHER NOTABLE PROGRAMS Start Year: 2005 feedback. universities to establish formal programs. The Sales Initiative includes a Accreditation(s): AACSB As the first to offer a separate sales internship program, a sales Program Type(s): UCE WESTERN KENTUCKY degree in Professional Sales, RBI mentorship program, a sales Focus Option(s): Technology, UNIVERSITY offers an integrated competency- competition team, and a sales Hospitality, Business Management www.wku.edu/gfcb/cps based curriculum, sales faculty THE CATHOLIC UNIVERSITY the minor that is offered. St Petersburg, FL 33701 executive-in-residence program. with sales experience, total All marketing majors are required Dr. Lukas P. Forbes OF AMERICA A track of courses is offered to 330-283-2569 experiential-based learning built PENN STATE UNIVERSITY UTAH STATE UNIVERSITY to take the professional sales [email protected] https://business.catholic.edu/sales- prepare students. Members of The Kate Tiedemann College of around case studies, projects HARRISBURG https://huntsman.usu.edu/prosales/ option and a professional sales program/index.html the community participate in Business fosters student enrichment Bowling Green, KY 42101 and role-plays in state-of-the-art https://harrisburg.psu.edu/ certificate is available to students Mark Weber mentoring and panel discussions. both in-and-out of the classroom. Sterling Bone, Ph.D. 270-745-2993 behavioral laboratories, along with business-administration in any major. The program also [email protected] Students are required to With smaller class sizes, expert [email protected] e-portfolios that demonstrate their Darrell E. Bartholomew serves the recruiting needs of Students: 250 develop sales "playbooks" for a faculty, and internationally ranked capabilities. Washington, DC 20064 [email protected] Logan, UT 84322 businesses in the Portland, OR Start Year: 2007 variety of products and markets programs of study that encourage 435-797-9631 metro area. Accreditation(s): AACSB, USCA 703-623-1598 Middletown, PA 17057-4898 WINONA STATE UNIVERSITY that emphasize a thorough students to think critically, KTCOB full member Students from all majors participate 717-948-6166 Students: 130 WEBER STATE UNIVERSITY https://www.winona.edu/strauss- understanding of sales processes warrants success in all areas. They Program Type(s): UMJ, UMN in real world selling projects and This program offers Personal Start Year: 2014 http://www.weber.edu/sales center/default.asp as well as participate in a Capstone offer two sales courses. Accreditation(s): AACSB The Center offers five different network with distinguished sales Selling and Sales Management Mikelle Barberi Weil Marianne Collins Role Play exercise. UNIVERSITY OF TAMPA Program Type(s): UCE, UEM, UMN sales courses found within either professionals from the community. courses. A minor is available for [email protected] [email protected] CUA offers both a full Sales Minor our students to take through the UNIVERSITY OF MICHIGAN Ut.edu Students have multiple years of a sales major or sales minor. Alan E. Hall Center for Sales Excellence Winona, MN 55987 and a Certificate program including Penn State system. It also has an https://michiganross.umich.edu/ Stacey Schetzsle sales experience. 50% speak a Within the minor, more than 20 Ogden, UT 84408 507-457-5196 3 sales classes taught by 25+ active Pi Sigma Epsilon Chapter search?search=Professional+Sales [email protected] second language. 80% work while different majors are represented. 801-626-6913 year experienced Sales Leaders. on campus for our students and Follett Carter Tampa, FL 33606-1490 going through school. Students A corporate partnership Students: 155 Students participate in many live a Sales Club. [email protected] 865-407-5059 are 1 to 2 years older because Students: 500 program allows for numerous Start Year: 2011 role plays critiqued by both sales Ann Arbor, MI 48109 of religious service missions Start Year: 1985 guest speakers, internships, and Accreditation(s): AACSB, GSSI, REINHARDT UNIVERSITY This program offers sales as Accreditation(s): GSSI, USCA full employment opportunities for PSE, USCA full member faculty and sales practitioners. http://www.reinhardt.edu/ 218-726-6314 an undergraduate elective they completed prior to Concentration in High Tech, Financial member sales students. Program Type(s): UMN Walter Beck This program offers 120 students to approximately 50 students entering university. services and Medical sales. Program Type(s): UMJ, UMN The program offers to its students [email protected] sales classes. annually. The sales program has VIRGINIA COMMONWEALTH WESTERN MICHIGAN UNIVERSITY a focus on hands-on training and Focus Option(s): Communication/ many opportunities to experience INDIAN INSTITUTE OF Waleska, GA 30183 UNIVERSITY OF MINNESOTA UNIVERSITY https://wmich.edu/business application with the help of outside Broadcast Sales, Entrepreneurship. real business situations through MANAGEMENT 770-720-5600 https://csle.umn.edu https://rampages.us/vcu-sales- Financial Services, Industrial Dr. Steve Newell www.iimk.ac.in sales organizations and their internship programs, tours to The program prepares students Todd Williams academy/ Distribution, Insurance, International [email protected] experts. companies, guest speakers from Anandakuttan B. Unnithano for careers as sales and marketing [email protected] Wayne Slough, PhD Business, Medical/Healthcare Haworth College of Business business and industry, and research [email protected] professionals and has been in Minneapolis, MN 55129 UNIVERSITY OF TENNESSEE [email protected] Sales, Technology Kalamazoo, MI 49008 opportunities. Kozhikode, Kerala, India 673570 existence since 2006. 612-301-2727 https://haslam.utk.edu/ Richmond, VA 23284-4000 Sales Center provides intensive 269-387-6166 +914952809101 professional-sales-forum TAMPERE UNIVERSITY This program while not accredited 804 828-7089 involvement with Industry Students: 330 XAVIER UNIVERSITY OF LOUISIANA This program offers three sales Neal Stehling OF APPLIED SCIENCES has been offering a certificate to Partnerships, unique workshop Start Year: 1999 www.xula.edu/business courses to graduate school [email protected] Students: 50 http://opinto-opas-ops. 120 students per year since 2016. Start Year: 2010 classes that provide dynamic Accreditation(s): AACSB Amanda Helm students. Knoxville, TN 37996 tamk.fi/index.php/en/170/ UNIVERSITY OF MISSISSIPPI Accreditation(s): AACSB, PSE recruiting and applied science Program Type(s): UMJ [email protected] 865-974-1674 MIAMI UNIVERSITY en/49598/17ALITA/year/2017 http://www.olemissbusiness.com/ Program Type(s): UCO opportunities, Global Outreach, The Harold Ziegler Interactive New Orleans, LA 70115 While the program is not accredited https://miamioh.edu/fsb/ Pia Hautamäki Marketing/faculty.html Focus Option(s): Entrepreneurship, Sales Club Sales Ambassador Sales Labs allow students to 504-520-5044 academics/marketing/index.html by an outside body, it started Program, and student-run Sales [email protected] Barry J. Babin Financial Services, Industrial conduct role-plays and sales Students: 50 offering a major and minor is sales podcast. It is the first and only one Scott Friend, PhD Tampere, Finland 33100 [email protected] Distribution, Insurance, International presentations. Sales faculty have Start Year: 2002 [email protected] in 2017. of its kind among Utah’s public sales related business experience. +358404156827 University, MS 38677 Business, Technology Accreditation(s): ACBSP Oxford, OH 45056 UNIVERSITY OF WEST FLORIDA universities. WMU students have been This program serves 70 students 662 915-1822 The VCU Academy of Selling Program Type(s): UCO, UMN 513-529-3942 https://uwf.edu/cob/departments/ successful in multiple national and started in the Fall of 2017. Two and Sales Management has for WEST VIRGINIA UNIVERSITY The business program offers a This program was recognized in marketing-supply-chain-logistics- sales competitions. The student- Miami University's Farmer School sales courses are offered with eight years offered thrice-yearly www.be.wvu.edu number of dynamic and exciting 1990 by the university and serves and-economics/undergradmajors/ run Sales and Business Marketing of Business offers a core course in expansion in the future to provide 180 students by providing an executive luncheon programs. Michael F. Walsh, PhD programs for undergraduate marketing-bsba/ Association has 100+ members. All Professional Selling, along with a a major in sales. undergraduate specialty offering The Academy awards up to five [email protected] students and prepares them well to new elective course focused on Richard R Hawkins faculty members have real-world UNIVERSITY OF ARIZONA two sales courses. undergraduate sales scholarships take leadership roles in corporate advanced sales techniques, sales [email protected] Morgantown, WV 26506 sales experience. www.arizona.edu annually to outstanding students 304-293-7960 America. Sales class students sell force management and customer UNIVERSITY OF MUENSTER Pensacola, FL 32514 in the undergraduate sales WIDENER UNIVERSITY ads for the student newspaper and Jerry Kollross http://www.marketingcenter.de/ Students: 70 relationship management. Home to 850-474-2652 concentration discipline within the www.widener.edu log those sales in SalesForce.com. [email protected] ifm/en/index.phpmar Start Year: 2010 the Pi Sigma Epsilon Top Chapter in The program offers a major with marketing major. Dr. Mary E. Shoemaker the Nation (10 of the past 15 years) Tucson, AZ 85641 Dr. Manfred Krafft Accreditation(s): AACSB, USCA YOUNGSTOWN STATE UNIVERSITY two sales courses. [email protected] focused on developing student's 520-621-7084 [email protected] VIRGINIA POLYTECHNIC INSTITUTE full member, PSE https://ysu.edu/ VILLANOVA UNIVERSITY sales, marketing, and professional This program is offering three sales Muenster, Germany 48143 AND STATE UNIVERSITY Program Type(s): UEM, UMN Chester, PA 19013 https://www.villanova.edu/ John Rossi skills and an on-campus sales classes and expects to offer a cer- +49 251 83 25025 www.marketing.pamplin.vt.edu Focus Option(s): Entrepreneurship 610-499-4331 university/business.html [email protected] competition. tificate in Spring 2020. This program began in 2003 and Brian K. Collins The program offers opportunities Students: 30 Matthew Sarkees Youngstown, OH 44555 consists of a Sales Management [email protected] for active student engagement via Start Year: 2006 NORTHEASTERN UNIVERSITY UNIVERSITY OF BRITISH COLUMBIA [email protected] 330-941-3062 http://damore-mckim.northeastern.edu www.sauder.ubc.ca/Faculty/ course. Blacksburg, VA 24061 extra-curricular activities including Accreditation(s): AACSB, PSE Villanova, PA 19085 Students: 60 Divisions/Marketing_and_ 540-231-9621 sales club, sales contests and Program Type(s): UEM Jay Mulki, PhD UNIVERSITY OF NEW MEXICO 610-519-4352 Start Year: 2014 [email protected] Behavioural_Science_Division https://www.mgt.unm.edu Students: 120 speakers. All students have significant Villanova’s College of Business Accreditation(s): AACSB Boston, MA 02140 Elaine Williamson Dimitri Kapelianis Start Year: 2011 WESTERN CAROLINA UNIVERSITY interaction with sales professionals offers two sales courses, in performing role plays, Program Type(s): UCO, UMN 617-373-5740 [email protected] [email protected] Accreditation(s): AACSB, PSE, [email protected] Focus Option(s): Entrepreneurship, Professional Selling and Sales GSSI, USCA associate member interviewing sales people, and This program is not formally Sauder School of Business Anderson School of Management Management, through their Dr. Julie Johnson-Busbin required networking events. Industrial Distribution, Consumer Program Type(s): UCE, UCO, UMN recognized by the university, Vancouver, British Columbia V6T 1Z2 Albuquerque, NM 87131 Department of Marketing and [email protected] Minimum 6 hours of interaction Products but it is accredited by AACSB 604-822-8314 505-750-7885 The Virginia Tech professional with professionals. Sales program Business Law. The University hosts Cullowhee, NC 28723 Youngstown State University— and offers an undergraduate The program offers one undergrad, This program offers three sales sales program is open to all alumni and professional sales alumni events to assist alumni 828-227-3991 an urban research university— minor to sales students. one MBA and one MM course courses to undergraduate students: working in the sales industry. majors. For example, you could trainers provide mentoring. emphasizes a creative, integrated Students: 120 PACE UNIVERSITY in Business Development/Sales Professional Selling, Sales Practi- Students have participated in the be an Engineering major and still approach to education, Start Year: 2002 WILLIAM PATERSON UNIVERSITY www.pace.edu/idmlab currently. cum, and Entrepreneurial Selling. Career Development Program and get a sales minor. This environment scholarship, and service. This Accreditation(s): AACSB https://www.wpunj.edu/ccob/ UNIVERSITY OF COLORADO- The Center for Sales & Business De- at annual sales competitions. allows for students with varying University is ranked as one of the Harvey Markovitz backgrounds to work together in Program Type(s): UEM departments/professional-sales/ [email protected] BOULDER velopment will launch in the spring Focus Option(s): Communications/ most affordable. a sales environment, just like the Bahar Ashnai New York, NY 10038 colorado.edu of 2020. Broadcast Sales, Entrepreneurship, corporate world. [email protected] 917-453-0938 Brian Higgins THE UNIVERSITY OF SOUTH Financial Services, International The Russ Berrie Institute for [email protected] FLORIDA AT ST PETERSBURG WASHINGTON STATE Business The program began in 2014 Professional Selling and has a sales lab. There are Leeds School of Business https://www.usfsp.edu/home/ UNIVERSITY-VANCOUVER A basic sales course is a www.vancouver.wsu.edu/prosales Wayne, NJ 07470 two required sales courses in Boulder, CO 80309 Edward Hoeppner requirement for all business 973-720-3835 303-475-3622 [email protected]

26 SALES EDUCATION FOUNDATION 2020 TOP UNIVERSITY SALES PROGRAMS 27 She gives herself a morning pep talk to remind herself every day to raise her hand and speak up in meetings. New research identifies one reason women might Men tend to see themselves as fully qualified and/ be shying away from certain professions: They lack or reasonably so if they have 60% of a job’s stated confidence in their ability to compete in fields that requirements, while women often see themselves as men are stereotypically believed to perform more “not ready,” if they don’t have 100% of requirements. The strongly in, such as science, math, and technology. combination of accepting lower starting salaries, along with reticence to reach for higher roles can, and probably EQUALITY, PARITY, Women are also more reluctant to share their ideas in does, contribute to lower overall compensation and the group discussions on these subjects. And even when continuance of a Boys Club mentality. It’s not just in the they have talent—and are actually told they are high- Boys’ heads! LEVEL PLAYING FIELD achievers in these subjects—women are more likely than men to shrug off the praise and lowball their own abilities. THE BATTLE OF THE SEXES If you’re a woman choosing a sales career, you’ve The second article I recommend looks at competition & GETTING STARTED already bypassed occupational sorting. Yet women versus cooperation, with experiments involving 236 women sales candidates are offered, and regularly accept, For students about to graduate and begin their and men. lower starting salaries for the same jobs/roles as their The researchers didn't find a significant difference sales career, managers who’ll be adding these male counterparts (more on this in a bit). Where does this in performance between the cooperative and the new hires to their sales teams, and sales leaders women’s pay inequity begin and why does it persist? overseeing a sales organization, there are many competitive payment schemes for either men or women. For starters, I’ll suggest this is not discussed or recognized questions to answer. The first one is usually “Is "This is in contrast to previous studies," says Fletcher. in day-to-day management practices. Two women I heard Prior research had found that men exerted extra effort this job/candidate/prospect a good fit?” from reminded me, this is a shared responsibility of both and performed better than women when they were in a the individual employee and the sales manager. competitive situation, whereas women exerted similar The first of these is a senior female executive at a company amounts of effort whether or not they were competing. on the record to promote equality, diversity and parity. Yet, Fletcher says that homophily—our tendency to associate this capable, experienced and successful woman told me, and form relationships with those who are similar to she has “to remind herself every day to raise her hand and us—might lead individuals to feel more comfortable speak up in meetings.” She gives herself a morning pep and perform better on same-gender teams, whether talk to remember to do just that. cooperative or competitive. THE ARTICLE HAD THREE KEY FINDINGS: "THERE'S A STRONGLY HELD ASSUMPTION THAT MEN ARE COMPETITIVE AND WOMEN AREN'T, AND OUR RESULTS WOMEN ARE LESS CONFIDENT THAN SHOW OTHERWISE," she says. "Men and women work together differently when they're dependent [on each THERE’S NOTHING NEW ABOUT THE NEED TO QUALIFY The survey did not define what a “Boys Club Mentality” is, MEN IN CERTAIN SUBJECTS, LIKE MATH other] versus independent and when they work on even though nearly two-thirds of respondents indicated stereotypically male or female tasks." AN OPPORTUNITY/PROSPECT. WHAT IS NEW IS AN it exists in their companies. My interpretation was that this WOMEN DISCOUNT POSITIVE AREA OF RELATIONSHIP THAT HAS BEEN DISCOVERED might mean favoring males in assignments (territory, quota, FEEDBACK ABOUT THEIR ABILITIES The three findings point to stereotypes that do not serve promotions), evaluations, and opportunities. All of these men or women in sales. While sales is a competitive WHICH WARRANTS PLENTY OF CONSIDERATION. contravened my own opinion of a level playing field. occupation, increasingly, collaboration and co-creation WOMEN HOLD BACK ON EXPRESSING I decided to go looking. with customers and/or colleagues is part of the mix. MedReps, a Jackson Healthcare company, specializing IDEAS ON ‘MALE TOPICS’ Avoiding competition will get you nowhere, but being in staffing for the medical industry, recently released a STEREOTYPES ARE REAL super-competitive may also limit how far you go. study of 750 sales reps with the title, “The State of the Sales Two articles published by the Harvard Business Review Remember the proverb: If you want to go fast, go alone. If Industry: ‘Boys Club’ in 2019.1” In their 9th annual salary provided research-based perspectives in my early The combination of these stereotypical behaviors you want to go far, go together. survey, they found that the base salary of women was search: “How Gender Stereotypes Kill a Woman’s Self- telegraphs to the topic of this article. When companies lower than men, which led to this follow-up study. The take-away from this article for sales leaders, at every Confidence2,” and “Gender and Competition: What advertise a range of base pay for a role, the data shows level, is to recognize gender but not pander to it. As with My assumption has always been that in the field of sales, women are more likely to accept a lower starting salary, Companies Need to Know.3” any coaching, it needs to be tailored. In fact, coaching gender does not/could not play a role. No company has rather than negotiate for a higher one, even though they The first article begins with the notion of “occupational equals feedback. a sales comp plan that has differences based on gender. may be skilled negotiators (e.g. avoiding discounting) sorting,” with men choosing higher paying careers, such as, How could women consistently be paid less in the same when they are selling. It’s not hard to generalize this Diversity today is reality. It can make managing harder computer programming. But sticking strictly to sales, what it role(s)? It may be that total comp was the same for the tendency toward acceptance of a low initial offer being but also make teams stronger. Again, the key is to avoid said next was eye-opening. same roles, but what the data did show was women started true of recent grads with little/no sales experience. stereotyping and, instead, rely upon principles and values at lower base salaries than men. The question is why? (e.g., Win/Win, transparency, etc.). Continued on page 30

28 SALES EDUCATION FOUNDATION EQUALITY, PARITY, LEVEL PLAYING FIELD AND GETTING STARTED 29 The opportunities for growth and improvement lie just STEP OUTSIDE YOUR CZ. Whether it’s speaking up, outside the zone where you currently operate. reframing, practicing a new skill, approaching a new Another female executive I interviewed offered this prospect, trying a new way is a start. HAVE YOU EVER THOUGHT ABOUT BECOMING A PROFESSOR? observation about her comfort zone and gender FORTUNE FAVORS THE BOLD. Sales is an occupation homophily. She’s a COO in the hi-tech industry and often that rewards those who are bold, it’s that simple. THE FOLLOWING SCHOOLS HAVE Ph.D. OR D.B.A. PROGRAMS the only woman in the room. At a recent conference IN MARKETING WITH AN OPTION TO FOCUS ON SALES.* in Atlanta, there were 2 other women among the 125 SALES MANAGERS: attendees. MAKE SURE EVERYONE GETS THEIR UPS. When running a APPLY NOW AND BECOME A SALES PROFESSOR! In the past, she would have thought, “Wow, there are only team meeting, realize new reps may be reluctant to speak up. Help facilitate everyone speaking up by asking, “Cindy, two other people like me here.” But then she realized that UNIVERSITY PRIMARY CONTACT(S) beyond gender, there were many people like her there what do you think about what Roger just said? Do you have a different thought on that topic?” who likely shared her introverted personality, or were Florida State University Dr. Willy Bolander, [email protected] there to make new aquaintances, with the common goal of SALES LEADERS: Dr. Ajay Kohli, [email protected] making sales to Microsoft, the host. CONDUCT A SALARY AUDIT. Do you have a pay gap or Georgia Tech University Dr. Tracey A. Swartz, [email protected] inequities in hiring practices? Find out. If there are, take Dr. Koushyar Rajavi, [email protected] FOR FEEDBACK TO BE MEANINGFUL/ positive actions to end these; if there aren’t, let everyone know. Why? Dr. Frank Cespedes, [email protected] USEFUL IT NEEDS TO MEET 5 TESTS: Harvard University Per the MedReps survey, more than a quarter of sales Dr. Doug Chung, [email protected] respondents stated they would consider leaving current Dr. Neil Morgan, [email protected] Indiana University employers for an offer from a company that has proven Dr. Girish Mallapragada, [email protected] TIMELY ACCURATE gender parity, and 60% said they would turn down an offer if there’s evidence of a gender pay gap. Kennesaw State University Dr. Brian Rutherford, [email protected] CONCLUSION Louisiana Tech University Dr. Sean Dwyer, [email protected] OBJECTIVE/CONSISTENT While a “Boys Club” may still exist, either overtly or Michigan State University Dr. Ahmet Kirca, [email protected] otherwise, there are things both women and men can do Dr. Karen Flaherty, [email protected] to promote the equality, parity and level playing field of Oklahoma State University dreams. Dr. Justin Lawrence, [email protected] When it comes to the workplace, stereotypes are not Texas A&M University Dr. Alina Sorescu, [email protected] RELEVANT INDIVIDUALIZED helpful and need to be recognized so that a transparent, University of Alabama Dr. Tom Baker, [email protected] culture of growth that is helpful and encouraging leads to a successful career in sales for all men and women. University of Arizona Dr. Mrinal Ghosh, [email protected] Dr. Son K. Lam, [email protected] This notion of reframing to see new possibilities is key University of Georgia to creating new opportunities. And what is sales, if not Dr. Sundar Bharadwaj, [email protected] creating new opportunities? Below are some action items University of Houston Dr. Mike Ahearne, [email protected] that can improve the situation. University of Missouri Dr. Lisa Scheer, [email protected] RECENT GRADS: 1 https://www.medreps.com/medical-sales-careers/the- BE TRANSPARENT. When being offered a position/salary, state-of-the-sales-industry-boys-club-in-2019 Dr. Barry Babin, [email protected] ask if this is the same for all people in this role and be University of Mississippi Dr. Victoria Bush, [email protected] clear on the requirements. More companies are saying 2 https://hbswk.hbs.edu/item/how-gender-stereotypes- Dr. Scott Vitell, [email protected] less-than-br-greater-than-kill-a-woman-s-less-than-br- up front “This is the salary, these are the requirements, for University of Nebraska Dr. Ravi Sohi, [email protected] everyone.” One woman said she was 40 before learning to greater-than-self-confidence ask for money. Her take: “Girls are raised to accept what’s University of South Florida Dr. Doug Hughes, [email protected] presented to them. Boys are taught to fight.” Without being 3 https://hbswk.hbs.edu/item/gender-and-competition- University of North Texas Dr. David Strutton, [email protected] overly accepting or confrontational, come from a position what-companies-need-to-know Dr. Larry Chonko, [email protected] of confidence and transparency. University of Texas at Arlington Dr. Fernando Jaramillo, [email protected] SPEAK UP. Give yourself a pep talk before starting out BARRY TRAILER Dr. Fred Miao, [email protected] each day, reminding yourself to “raise your hand” during Sales Mastery meetings, to speak up. The COO who talked about University of Washington Dr. Rob Palmatier, [email protected] reframing said, “I want to hear from you. If you don’t say University of Wisconsin-Whitewater Dr. Jimmy Peltier, [email protected] something in the first 10 minutes of a meeting, I’ll assume Dr. Jody L. Crosno, [email protected] you have nothing to say.” Here’s a tip: prepare for each West Virginia University meeting, have something to say, and say it in a way Dr. Emily Tanner, [email protected] you’re heard. *This list has been prepared by the University Sales Center Alliance | http://www.universitysalescenteralliance.org/

30 SALES EDUCATION FOUNDATION BECOME A SALES PROFESSOR 31 WHAT IS A TECH STACK? Not too long ago, a tech stack meant nothing more than a phrase representing your IT infrastructure. Now, an essential part of customer-facing strategies SALES TECH STACK for modern sales organizations, it consists mostly of cloud-based software solutions that work to address the needs and provide tools for sales and marketing teams to become more efficient and effective within PURPOSE, their roles. The sales technology stack today is often segmented by Top/Prospecting, Middle/Demos, Bottom/ COST, AND Closing and Operations/Training, trending towards the unification of technology throughout the sales cycle. Nearly 50% of the solutions address top- COMPLEXITY of-funnel activities, such as lead generation and prospect engagement, with the remaining focused on managing opportunities through the sales cycle, closing, and reporting. Examples include: TOP/PROSPECTING FUNNEL • Lead prioritization engines DO YOU REMEMBER A TIME WHEN A SALESPERSON • Account targeting and lead building WOULD HEAD OUT THE DOOR WITH A ROLL OF • Email automation software allows for marketing content to be found, used, TECH STACK AND SELLING PROCESS QUARTERS TO MAKE CALLS FROM THE ROAD? • Auto dialers for phones and tracked with amazing proficiency. In theory, No longer is success determined by the size of your and reality, this gives the seller a more efficient organization or your sales team. A nimble start-up All he or she needed was the knowledge in their head MIDDLE/DEMO • Screen sharing method for interacting with a prospect, one the with the right technology stack can quickly outpace and a tad of social skills: barely table stakes in today’s • Proposal software prospect might also value. Additionally, reps often or leapfrog its unprepared competitors. Legacy buyer-seller environment. The salesperson’s job has • Price quote development spend much of their time manually qualifying leads, organizations that are unable to adapt quickly will radically changed with so many inventions relating which is time-consuming. Automated lead scoring be left to play catch up with competitors who are to technology. New salespeople will grow into this BOTTOM/CLOSING solutions exist that can identify the opportunities not limited by outdated processes and technology. environment, while more matures sellers will need • Electronic Signatures more likely to close, saving time. to adjust, but either way the approach taken when • Contract Lifecycle management Sales leadership and representatives can reap the interacting with buyers is forever different with the CROSS FUNNEL OPERATIONAL/TRAINING Like all tools, a Tech Stack’s improper usage can benefits of sales technology, especially the insights cause harm. It should assist, not replace; allow infusion of the Tech Stack in Sales. • Predictive analytics surfaced through AI and machine-learning resources. efficiency, not enslave the rep. In the end, most • Pipeline diagnostics It all began with cloud-based CRM, allowing sales complex purchases cannot be solved by clicking • Call recordings and analysis professionals to access their accounts and contacts a few boxes on an app or running more reports. • Sales-specific Learning Management System from anywhere with an internet connection. Rather, the customer’s decision-making process This innovation created a major impact on and the type of interaction desired are paramount. HOW SALES TECHNOLOGY ASSISTS performance and user efficiency. A growing trend STAKEHOLDERS The cost to outfit each sales representative with is listening more and letting technology take notes A good sales stack should enable its users to become an effective tech stack can be significant. Firm size which are automatically entered into a CRM. Plus, more efficient and improve their ability to quickly influences the spend on sales technology, with large notes can then also be quickly shared with the gather intelligence, align resources and content to firms leveraging economies of scale to spend $260/ buyers to further grow trust. the prospect’s needs, engage with the right prospect mo, medium firms shelling out $433/mo, and small DATA HAS DEVELOPED INTO A MOST VALUABLE at the right moment, manage opportunities through companies outlying $386/mo, on average. These RESOURCE AND WITH THE RIGHT TECHNOLOGY, a sales cycle, and coach their teams towards success. numbers include CRM costs, but do not incorporate WE ARE NOW ABLE TO COLLECT, ANALYZE, AND Leveraging the tech stack to more quickly/fully assist the additional IT staff support required to keep a APPLY INSIGHTS DIRECTLY TO OPPORTUNITIES. sales force up and running. It appears that large firms the Customer’s Buying Journey stands as the ultimate Moreover, analytics can suggest the proper content can use economies of scale to reduce their purpose for deploying such tools. to use and the strategy that will have the highest DAN CILLEY ROBERT M. PETERSON PhD tech spend. Vendor Neutral Northern Illinois University What salesperson would not covet technology that closing percentage. Inevitably, data and the right helps log calls, creates personalized emails, and Continued on page 40

32 SALES EDUCATION FOUNDATION WHAT IS A TECH STACK 33 DBA ADVOCATES AND CRITICS... over those who show little sign of producing publishable research. Therefore, look for ways to collaborate with University of South Florida-Tampa is currently working research faculty; these will be the same people who will with 15 DBA students at various stages of their graduate work to make you successful in the duties assigned. training. Not all these students are conducting sales-related research, but it is easy to find additional advocates for sales professionals to use a DBA to make a pivot into other MISTAKE 2: careers. Simply find someone who has earned their DBA NOT UNDERSTANDING WHAT THE DBA IS and ask them to share their insights. They'll say something The term Doctorate of Business Administration or DBA like this, is the most common type within a group of “executive" "DBA's are about the practical application of knowledge and doctoral degrees. Graduate degrees of this type are discovering new insights from practice. Sales research fits designed for practitioners with extensive real-world perfectly into DBA programs allowing sales professionals to knowledge and experience as executives in business or explore their understanding of the field.” government operations. These students are imbedded Dr. Geoff Parkes, Senior Lecturer within the research phenomena they intend to study, know Aston University in Birmingham, UK what their research focus will be, but need the research IS THE DOCTORATE training necessary to pursue that research. Hence, business “The DBA has provided value on multiple levels. First, I cherish colleges with PhD programs are well suited to also train the relationships that have developed as part [of my DBA] DBA candidates because the faculty are hired to be OF BUSINESS program. Second, I gained new insights about me. Third, I researchers and have plenty of experience applying the improved and sharpened skills that I’ve been able to apply scientific method to develop new research scholars. directly to my work.” ADMINISTRATION Dr. Rob Hammond, Director of USF-Tampa MISTAKE 3: Center for Marketing and Sales Innovation NOT DOING YOUR OWN NEEDS ASSESSMENT AND CRAFTING MAJOR TIDAL FORCES HAVE YOUR OWN CRITERIA DEGREE (DBA) There are detractors. Critics who have often not taken the ALIGNED TO LIFT THE DBA time to understand this type of graduate degree argue that You give yourself the best chance to enroll in a program Four trends are converging at the beginning of this decade it is just a bloated MBA (a “country club” MBA) or watered that fits your needs if you can specify your needs. This may RIGHT FOR YOU? to start a great renaissance within the sales-education down PhD (a “PhD Light”). In truth, the DBA is designed to sound obvious, but some candidates choose the program profession. meet the needs of a business executive when neither a first and then try to convince themselves and admissions PhD nor an MBA provide the right tools. The most common staff that they are a good fit. So, before you even start to By Dr. Andrew Artis 1. The growth of university sales centers - As a result of reason for pursuing a DBA is for candidates to differentiate analyze and compare DBA programs craft your statement- college deans responding to their stakeholders who and advance their professional career. The knowledge, of-purpose with your family, posse, and mentors. These University of South Florida-Tampa want more college-educated salespeople, resources are skills and abilities (KSAs) provided within the DBA people know you, and they will serve as a great sounding- being made available to create sales centers to attract curriculum are excellent for those who want to establish board as you hash out what is important to you. students, prepare and graduate professional salespeople. themselves as subject-matter-experts and consultants for Hence, we need more qualified instructors to teach sales As part of the application process the staff of each program hire. curriculum, coordinate extracurricular activities with will ask you to explain why you want a DBA degree and students, and work with practitioners. then why you chose to apply to their program. This is a READY TO CONSIDER A DBA DEGREE? big decision and you want to get this right so it is better It is fitting that the Sales Education Foundation ANNUAL 2. The increased use of clinical professors - Clinical AVOID THESE MISTAKES: to develop your own criteria instead of grafting someone business professors who teach professional selling else's criteria onto your decision making process. 2020 Edition—first of this new decade—include a curriculum bring great value to their colleges. Students benefit from improved instruction that comes from all the MISTAKE 1: discussion on why sales executives are returning to NOT SEEING THE HANDWRITING ON THE WALL MISTAKE 4: professor’s practical experience and the relationships UNDERSTAND THAT IT IS ABOUT HAVING THE RIGHT ATTITUDE college to earn DBA degrees. The increase availability cultivated over years of daily selling rituals. Colleagues Be proactive. If you want a full-time position as a college within the business college benefit from the research instructor, clinical professor, or tenured-track faculty Renown Stanford University psychologist and educator of DBA programs will have a profound effect on sales opportunities that clinical professors can make available member then you need to be aware that business colleges Dr. Carol Dweck found that students who were told that via their observations and connections in the field. and universities are in a state of disruption. Administrators the task ahead was difficult, but within the students' skill education allowing more veteran sales professionals with Practitioners who hire college graduates get more are being pressured to do more with less, and while all sets were more likely to absorb the pain, maintain the extensive real-world experience to join business college and better prepared graduates to recruit. College faculty members need to find ways to demonstrate value, necessary attitude, and find a way to succeed. In contrast, administrators benefit as clinical professors strengthen part-time faculty are most vulnerable. Several of our DBA students who were told the task was easy, but found it hard faculty, teach practitioner methods, and connect students the bonds with business practitioners that are needed to graduates have full-time jobs in the private sector, and were more likely to quit and fail. Getting your DBA will support the college. work as part-time adjunct professors. require you to work through the hardship, but it is because it is hard that makes it special. It is no harder than your with employers for internships and jobs. 3. The increase in Baby-Boomers looking to make a career Instructors with DBA degrees provide unique opportunities career as a sales professional. pivot - Highly experienced sales professionals are looking for college administrators. First, the work loads of for new careers as college instructors, but don’t have the college faculty members are comprised of teaching, academic credentials to meet accreditation standards. research, and service, but we are sorely lacking in YOUR PLACE IN THE CURRENT RENAISSANCE Hence, there is a pool of highly-motivated candidates administrative experience. DBAs usually have to have Did the great Italian artist Michelangelo know he was part who want to be college instructors, and need teaching executive experience to be admitted to a DBA program, of a renaissance? No, I don’t think so. He just got out of bed credentials. and therefore, often qualified to fill desperately needed on Monday morning, collected his paint brushes, and went ANDREW ARTIS 4. The global expansion of DBA offerings - Over the administrative roles. to work on the Sistine Chapel. Your contribution to the sales University of South Florida-Tampa past decade there has been a rapid expansion of DBA Colleges need all faculty to contribute to the research education renaissance is similar. It may feel to you like it’s programs. According to DBA-Compass.com, in 2018 there effort. Because at its core, DBA education is designed to just another Monday, but in fact, you are taking part in the were more than 280 DBA programs offered all over the teach executives how to do research, DBA graduates that creation of a new and better way to prepare a generation world with the majority located in Europe (39%), North publish research are more likely to be retained at colleges of college students to succeed as sales professionals. So America (35%), and Asia Pacific (21%). Hence, there is grab your brushes and let the renaissance begin. sufficient access for experienced sales professionals to earn the credentials to be full-time, clinical business professors.

34 SALES EDUCATION FOUNDATION IS A DBA RIGHT FOR YOU? 35 3 SOCIAL SELLING STRATEGIES THREE STRATEGIES YOU MIGHT USE TO HELP YOUR SOCIAL SELLING EFFORTS

1. CONNECT THE SOLUTIONS YOU PROVIDE CLIENTS TO SOLVING PROBLEMS. WHAT IS SHOWCASE YOUR SOLUTIONS IN POSTS YOU CAN EASILY PUBLISH ON YOUR LINKEDIN WITH OVER 4,000 BOOKS ON AMAZON PROFILE. A SALES REP COULD: FOR SOCIAL SELLING, AND 9 MILLION • Gain permission from your client to showcase • Post this success story on their LinkedIn profile, VIDEOS ON THE WEB, THERE’S MORE your solution/success story on LinkedIn. and hashtag the clients’ web site and a few key THAN ENOUGH CONTENT ON SOCIAL • Write a brief 100 to 200 word article. personnel from the reps team. o Take a photo of your client and members of • Share the success story/solution with prospects SOCIAL SELLING. SO LET’S TAKE A LOOK AT their team/or employees using the solution. in an industry that doesn’t compete with their THIS OVERUSED AND MISUNDERSTOOD o Include a couple of quotes from their client, clients’ success as a form of social proof. TERM, AND SHARE PRAGMATIC TIPS buyer or end user(s). SELLING? TO HELP YOU ALONG THE WAY. 2. UPLOAD BRIEF VIDEOS OF YOUR SOLUTION ON YOUTUBE • Consider how your prospect/buyer would conduct their internet searches. Look up some key words competitors are using on the click on pay sites.

• Use your company’s videos showcasing these solutions, and/or produce your own. Title the video Let’s start by stating social selling is not selling on organizations, but a well-defined process can be with the exact words buying teams are using in their internet searches. These social selling tactics social networks like LinkedIn, Twitter and Facebook. replicated, measured and adjusted. Given that sales is help SEO rankings. Note that SEO apparently favors fresh, relevant content in rankings. This may No one wants to be on the receiving end of a “sales a “game of inches,” a few well executed social selling impact both your rankings, and help your solution appear in the internet searches of buying teams pitch” on social media. Social selling is an effective tactics can give you a measured advantage in closing earlier in the process. This could lead to helping you shape the buying team’s RFP. method to define your personal brand and value more deals. proposition, develop a network, build and nurture It is critical to have a solid social selling strategy. This business relationships, gather, curate and share rele- 3. CONNECT TO THE BUYING TEAM vant information and research. Developing your social does not replace marketing and sales fundamentals. selling on-line presence is a skill that needs to be But there are specific social selling strategies you can Use the search feature on LinkedIn as a database to uncover buyers, their connections within the developed. implement so that you: company and skillfully reach out to them. • Show up on the radar screen of a buying team • Select the right contacts using filters by job title. A study done by the Aberdeen Group found looking into solutions months before they start sales reps that leverage social selling in their reaching out to companies for RFPs. • Send a customized invitation with a personal note that references a recommendation (or connections) sales processes were 79% more likely to achieve from one of their peers, or counterpart from a non-competing organization. quota versus reps who didn’t. In this hyperactive • Apply tactics to ensure you connect and resonate with members of the prospects buying team. environment, with heightened customer expectations, Because price and product are easily replicated, a buying team will be looking for differentiators. technology and digitization have impacted the Because price and product are easily replicated, the These include having more contacts within a company and a tailored message/ approach to their traditional sales process. But we are still humans right social selling strategies may be a tie breaker for specific role (buyer, influencer, end user, CFO, CIO, CMO, etc). Applying social selling strategies could who value honesty and mutually beneficial business getting the business. have you increasing the probability of success against your competitors. relationships.

Social Selling is not a silver bullet, but it can help PROFESSOR BOB NADEAU generate more revenue. You might ask “How?” Plymouth State University Most will agree that sales processes vary among GOOD SELLING!

36 SALES EDUCATION FOUNDATION SOCIAL SELLING 37 are high for helping sales teams become more PLAYBOOKS: efficient, data infused, and better trained.

BORROWING A PAGE FROM SPORTS Virtual, video playbooks help organize and Virtual-Visual Playbooks: ORGANIZATIONS sequence data insights, satellite officing, and virtual communication for the sales community. To explain In the late 90s and early 2000s, sales organizations a virtual-visual playbook, imagine a user dashboard began documenting sales processes into physical with every bit of relevant information available for binders. This collection of materials functioned as a salesperson or team all in one place (let’s say, a reference of critical information and steps (similar on a smartphone), well organized and prioritized, Executing Your Sales Strategy to a football playbook) that the sales team should and always available to them. This dashboard has utilize in order to ensure that they know what to a “slick” and easily navigable user interface, which say, when to say it, and how to say it. The problem powers the salesperson’s training (often through was, many of these collections (or playbooks) were video engagement), tracks their learning, and bulky, sat on shelves, and were rarely used. Many simplifies the complexities of prospecting and organizations have still not evolved. Last month, an customer relationship management. Further, all the executive at a Fortune 500 company shared with content, videos, and best practices are developed us their 279-page playbook. While the playbook is by the sales organization’s leadership and top talent. now on the cloud via a PDF rather than in a binder Together, the software tool and salesperson grow on a shelf, playbooks at most organizations have not and win. evolved to accommodate the habits and behaviors of new sales reps. Today’s sales professional is more For anyone sounding the alarm that virtual playbooks technologically savvy, and the information provided have upended the classic, interpersonal ethos of to prospects and clients must be agile and relevant. sales by immersing teams in software, they can take solace knowing that these digital platforms have expedited internal processes providing more time VIRTUAL, VIDEO PLAYBOOKS: for tried-and-true sales engagements. With virtual playbooks, there is less diffusion of information and ENABLING EXECUTION OF SALES less administrative inefficiency, which are two sales STRATEGIES limitations that have existed since the inception of Year after year, sales organizations face sizable challenges to meet higher sales targets happy hours, golf outings, and boardrooms. Virtual While organizations moved their playbooks to the 1 playbooks have helped salespeople engage these with many firms aiming for over 20% sales growth (State of Sales Productivity, 2015) . cloud, the adoption and effectiveness has been environments and other sales opportunities more Compounding this challenge, organizations are often asked to achieve these targets with the marginal at best. The persistent challenge is that most frequently and with more preparation than what playbooks are cumbersome volumes of text that are same or fewer resources allocated to managing big data, along with demands of efficiently prior, more analog systems enabled. Fittingly, this difficult to navigate on demand. The solution is that training and onboarding sales reps; developing new front-line managers; learning and marketplace movement’s success has been coined, playbooks should be virtual and should rely heavily deploying customer relationship management systems; and keeping up with ever-changing Sales Enablement. on video content. This technical solution is more than sales strategies. These challenges present a question of how firms can effectively and a fad; it’s a movement—video content has become efficiently deploy the strategies of the executive team to their vast sales teams. a rapidly-growing and useful information medium. For context, in 2019, there were 500 hours of video DSG CONSULTING VPLAYBOOK content uploaded to YouTube per minute (257 million IMPACTING EDUCATION AT TCU hours per year), which was a 2,500% increase from the Virtual-video playbooks (aptly called vPlaybook) previous year (Statista 2019)2. were created to help companies enter the business America’s sales community amounts to over 25 intelligence market. Adopted by Panasonic, Tableau million people. In the service and manufacturing and Adobe, DSG’s vPlaybook’s success gained the industry, each salesperson supports an average attention of the TCU Sales and Customer Insights 1 State of Sales Productivity (2015). Docurated State of of 17.91 jobs within their company, and among the Center, the newest center at the Neeley School of Sales Productivity Report. Vol. 1, p. 1-15 largest 500 companies in the U.S. with a salesforce, Business. Faculty leaders at the Center inquired 2 Statista - https://www.statista.com/ their generated revenues amount to over $9 trillion about the virtual playbook software to learn about its statistics/259477/hours-of-video-uploaded-to- (SellingPower, 2020). By obvious measure, the stakes ZACH HALL MATT MCCLENDON youtube-every-minute/ Continued on page 40 Texas Christian University President, DSG Consulting

38 SALES EDUCATION FOUNDATION VIRTUAL-VISUAL PLAYBOOKS 39 marketplace reach and developer, DSG Consulting, Continued from page 33 which would later become a partner with the Center. represent 12-13% of a faculty member’s time. However, SALES TECH STACK when we dive deeper into our data of what sales The Sales Enablement movement is now represented PICTURE THIS: center directors actually do, the picture may not necessarily be as balanced as is initially portrayed. by more than dashboard tools for enterprise THE COMPLEXITY OF THE sales teams in thousands of companies. Like many TENURE-TRACK FACULTY TWO KEY AREAS DRIVE FACULTY TENURE contemporary and market-altering phenomena, there PURPOSE, MEMBER'S ROLE WHEN SERVING EVALUATIONS: TEACHING AND RESEARCH is the emergence of thought leaders, a blogosphere, The data indicates that faculty heading up a sales and formal white papers produced by industry AS A SALES CENTER DIRECTOR center spend slightly less time on their teaching (35% compared with 40-45%), and that may result from the research groups. There is plenty of information to AND COST, course reduction in teaching load. During the tenure substantiate Sales Enablement as a tenet of sales review process, faculty -- regardless of administrative practice in the current era. To prepare students for You know the phrase, “picture this.” Such a assignments -- are measured on the same standards for research output. However, faculty heading up a sales such a dynamic, tech-infused marketplace, TCU’s COMPLEXITY phrase typically signals that what comes next is somewhat of a surprise. What we’re about to center must carve out time for center administration, Sales and Customer Insights Center has become the fundraising and managing the center’s financials, share may well surprise readers who work in managing sales competitions (internal and external), first university program to include a virtual playbook a corporate setting, but these results will not in the classroom to support live selling. advising students, and much more. In fact, our research surprise readers who serve as university faculty. identified a broad spectrum of activities that occupy technology help us improve our ability to sell sales center directors. The proportions of the time THE CENTER IS IN ITS FIRST YEAR OF OPERATION AND The University Sales Center Alliance (USCA) examined committed to various activities are not large; however, by uncovering prospects that we may not have sales center director activities and how they allocate HAS A MISSION TO ADVANCE THE NEXT GENERATION OF considered previously, and in-turn, provides they do require a shift in one’s focus for completion their time. Our study examined the work activities and do occupy more than the 12-13% offset by the SALES TALENT AND BUSINESS LEADERS BY PROVIDING awareness of a greater forecast opportunity. for both tenure-track faculty (faculty responsible for reduced teaching load. teaching and generating academic research) and HIGH VALUE TO CORPORATE PARTNERS, WHICH INCLUDE CHALLENGES TO THE TECH STACK non-tenure-track faculty (faculty evaluated primarily on DEEP RESEARCH CAPABILITIES FROM FACULTY. the basis of their teaching). While USCA sales center WHY IS THIS IMPORTANT FOR EXECUTIVES WORKING AND THE FUTURE directors occupy both tenure-track and non-tenure- WITH SALES CENTERS? Most sales professionals agree that sales This year, a formidable roster of students in the track positions, we found the results for those center Tenure-track faculty serving as sales center directors technology is an essential resource in their directors in tenure-track positions to be particularly work diligently to satisfy their Corporate Partners and Certificate in Consultative Selling program are interesting, especially when comparing their activities their students. At the same time, they are also working ability to identify and close deals, but the engaged in sales exercises that are quantified to the stated requirements for tenure-track faculty to satisfy the university’s requirements to maintain their most successful also value the importance of a in dollar figures and provide rankings alongside without a center director role. The contrasts are set up tenure-track faculty appointments. Understanding a relationship and how that could be impacted for what might be called “balanced” schools, where little more about the nature of a tenure-track faculty’s grade scores. The course is informed by industry by too much technology. the emphasis on teaching and research is balanced. job can help Corporate Partners engage even more and overseen by Dr. Zach Hall, Associate Professor effectively with tenure-track faculty serving in sales of Marketing. The Certificate program is open to all This might sound somewhat straightforward, WHAT DOES A TENURE-TRACK FACULTY MEMBER DO? center director roles. In fact, in what we’d call a picture- but market realities make it much more perfect world, when we speak with our Corporate business majors with plans to open the program to In most balanced schools, a tenure-track faculty Partners about the research work we are doing, they’ll all majors starting this fall. Course assignments are complex and hyper-competitive. The sales member is expected to spend approximately 40-45% understand how important those conversations are to of his/her time on teaching-related activities, 40-45% tech stack landscape is crowded and our careers. market-applied and involve industry analysis, lead of his/her time on research-related activities, and generation (finding potential sales targets), and fragmented into many different categories 10-20% on service-related activities. When a faculty customer relationship management. The Center’s of assistance. Vendor Neutral has captured member is reviewed and considered for the tenure dedication to elevating students’ abilities also the essence of this environment in the figure and promotion decision (typically after 5-6 years), all tenure-track faculty members are evaluated against includes career placement, which has an emphasis on below that contains roughly 40 separate the same criteria, regardless of that faculty member’s increasing graduates’ remunerative potential. segments where reps could find tech stack administrative responsibilities. In other words, if a tenure-track faculty member is, for example, expected assistance. This very graphic evolves on a ANDREA DIXON, PhD With the use of a virtual-video playbook, sales to have published 6-8 articles where 1-2 appear in Baylor University weekly basis, which makes the salesperson’s top-tier journals, this requirement is the same for both training, and live sales experience, students are job potentially more efficient, but certainly faculty members with and without an administrative shown a pathway to increase earnings and given a arduous in many regards, like learning multiple role. clear, repeated mantra—sales is present every day platforms. When a university asks a tenure-track faculty member in nearly every career role, no matter the industry. to serve in an administrative role such as the director IN THE END, IT’S THE SALESPERSON’S Thus, it is important to begin mastering sales tools of a sales center, that faculty member may be DILIGENCE AND WORKING SMARTER released from the responsibility of one of his/her and customer-facing skills, even if one’s early-career VIA TECHNOLOGY ASSISTANCE THAT courses with the thought that such freed-up time will position does not explicitly require direct sales. cover the time spent on managing the center. In a WILL SERVE THE CLIENT AT A MORE With the first-ever in-class virtual playbook TCU has university setting where a faculty member teaches SATISFYING LEVEL. A representative three courses per semester, the faculty member with married technology with the timeless practices of center director responsibilities will teach five courses KATIE HILL, PhD cannot simply outsource prospecting by Arkansas State University sales. As Dr. Hall explains, “Our students will do more while the faculty member without the administrative letting marketing automation send emails than build strong careers and win deals, they will role will teach six courses during a typical academic to potential leads. Hope is not a strategy. A lead.” year. sales rep empowered with technology should On the face of it, that seems like a somewhat NAWAR N. CHAKER, PhD outperform those without it; it’s a powerful equitable tradeoff. One semester course might Louisiana State University tool, when used appropriately.

40 SALES EDUCATION FOUNDATION COMPLEXITY OF THE TENURE-TRACK 41 University sales competitions provide opportunities for professional sales ACSC-ARIZONA COLLEGIATE SALES COMPETITION University sales program’s focus on overall business revenue students to showcase their talents while networking with fellow students ARIZONA STATE UNIVERSITY generating skills: strategic decision-making in a Sales Management and future employers. Some competitions focus on regional attendance, https://wpcarey.asu.edu/marketing-degrees/arizona- Simulation event; confidence and resilience in a Warm Calling event; collegiate-sales-competition relationship development skills in a Role-Play event; sales while others bring in international students. Competitions vary in format— management problem solving skills in a Sales Management Case from role play, team selling and speed selling to elevator pitch exercises Detra Montoya | [email protected] event; presentation and speech skills in a Speed Selling event and UNIVERSITY and boot camp offerings. These events are supported by sponsoring ACSC features a sales role-play, speed selling, and a 60-second a “give back attitude” in the Community Involvement event. visume. The sales role-play and speed selling are tournament companies who bring recruiters for career fairs and employees who serve style competitions. Visumes (video resumes) are submitted and KSU - KEYSTONE SALES CHALLENGE as buyers and judges. University sales competitions are “the” premier scored in advance. Student competitors will earn points for each BLOOMSBURG UNIVERSITY competition, contributing to an overall school champion. Sales venues for top sales organizations to meet the future generation of Sales https://www.bloomu.edu/keystone-challenge professionals serve as buyers and judges for all three competitions. professionals and see them in action. Professional development for student competitors includes a career Dr. Monica Favia | [email protected] networking event and company tours prior to the competition. The inaugural Keystone Sales Challenge (KSC) at Bloomsburg SALES It’s important to note that many universities provide internal competitions for University will be held on April 8-10, 2020. Bloomsburg has a brand their students throughout the year. Our redesigned 2020 Annual magazine BALL STATE UNIVERSITY REGIONAL SALES COMPETITION new five room recording facility for the event. The KSC will have a feature lists the “major” sales competitions provided worldwide. SEF defines BALL STATE UNIVERSITY role-play competition, a B to B Marketing Case Competition and Speed Sell. Entry fees are $45 each and include lunch and casino a major competition as one that is open to students from other universities. https://www.bsu.edu/academics/centersandinstitutes/ COMPETITIONS professional-selling night. Universities may bring more than two competitors for each event except the Case Competition. Use the chart provided with the listing below to discover 22 university sales Danielle Wheat | [email protected] Deva Rangarajan | [email protected] UNIQUE EVENTS SHOWCASE THE competitions held annually. Visit their websites and contact the individuals KU/KING’S HAWAIIAN TEAM SALES COMPETITION listed for details. The Ball State Regional Sales Competition is a premiere event UNIVERSITY OF KANSAS for Ball State’s campus. This is a one-day, fast-paced mock sales TALENT FOUND AT UNIVERSITY Website to come SEF is proud to provide this service to all our readers. We applaud each role play competition that invites students from other Universities SALES PROGRAMS WORLDWIDE Kristen Helling | [email protected] university host, student competitor and company volunteer who are truly to demonstrate their talents and skills to regional and national industry leaders. This year’s competition will be held at the The KU/King’s Hawaiian Team Selling Competition welcomes helping to “elevate the sales profession through university education.” Ball State Alumni Center. teams of four to compete in a case study competition. Each team member will also compete in an individual speed sell round. ESC - EUROPEAN SALES COMPETITION Join the Jayhawks for an exciting competition, cash prizes, and great networking opportunities. YEAR ROLE SPEED CAREER NETWORKING AWARDS UNIVERSITY OF APPLIED SCIENCES WIENER NEUSTADT DATE TEAM COMPETITION NAME UNIVERSITY HOST FOUNDED PLAY SELLING FAIR EVENT EVENT https://www.europeansalescompetition.com/ NCSC-NATIONAL COLLEGIATE SALES COMPETITION Johannes Reiterer | [email protected] Arizona State University February 2021 TBD 2016 KENNESAW STATE UNIVERSITY ACSC-ARIZONA COLLEGIATE SALES COMPETITION Alexander Eigner | [email protected] https://www.ncsc-ksu.org/ BALL STATE UNIVERSITY REGIONAL SALES COMPETITION Ball State University November 6, 2020 2003 The European Sales Competition aims at filling the gap in sales education among (under)graduate students in Europe by creating Terry W. Loe, Ph.D | [email protected] University of Applied Sciences a pan-European Sales Alliance across universities and bringing Mary Foster | [email protected] ESC-EUROPEAN SALES COMPETITION May 19-20, 2020 2015 Wiener Neustadt European students' sales skills to the next level. The competition NCSC is the oldest and largest university sales competition. is held at a different university each year. Participants come from North America and Europe. The elimination GBSC-GLOBAL BILINGUAL SALES COMPETITION Florida International University October 1-3, 2020 2016 style tournament features role-plays and five rounds of competition. GBSC - GLOBAL BILINGUAL SALES COMPETITION Prior to NCSC, sponsors receive resumes of competitors and access GREAT NORTHWOODS SALES WARM-UP University of Wisconsin - Eau Claire October 22-24, 2020 2007 FLORIDA INTERNATIONAL UNIVERSITY to recordings post-event. The sponsor exclusive Career Fair runs http://www.fiu-gbsc.com Saturday and Sunday. The Final Four are announced during the ICSC-INTERNATIONAL COLLEGIATE SALES COMPETITION Florida State University November 11-14, 2020 2010 informal networking event, featuring food, music and games. The Gaby Alpizar | [email protected] Championship Round and Awards Banquet are held on the final day. KSC-KEYSTONE SALES CHALLENGE Bloomsburg University April 7-9, 2021 2020 FIU’s Global Bilingual Sales Competition is the only event of its’ kind, bringing students from across the globe to compete in both NCSSC-NATIONAL COLLEGIATE SPORTS SALES COMPETI- KU/KING'S HAWAIIAN TEAM SALES COMPETITION University of Kansas April 9-10, 2021 2021 English and Spanish. Through simulated sales call role plays and TION numerous networking activities, talented students can showcase MERCER UNIVERSITY AND BAYLOR UNIVERSITY’S S3 PROGRAM NCSC-NATIONAL COLLEGIATE SALES COMPETITION Kennesaw State University March 2021 TBD 1998 their sales skills to corporate recruiters and sales executives. The role plays are conducted in FIU’s Global Sales Lab, housing https://www.eventbrite.com/e/2020-national-collegiate- sports-sales-championship-atlanta-ga-tickets-83594269711 NCSSC-NATIONAL COLLEGIATE SPORTS SALES COMPETITION Mercer University November, 2020 2019 12 rooms with recording capabilities. Judges and Sponsors have access to live videos. Lane Wakefield | [email protected] NISC-NORTHEAST INTERCOLLEGIATE SALES COMPETITION Bryant University November 6-7, 2020 2012 Want to work in pro sports? Seniors or grad students (only) interested GREAT NORTHWOODS SALES WARM-UP in ticket sales for professional sports are invited to State Farm Arena, NSC-NATIONAL SALES CHALLENGE William Paterson University November 18-20, 2020 2007 UNIVERSITY OF WISCONSIN EAU-CLAIRE home of the Atlanta Hawks, to pitch in role-plays with hiring managers www.uwecsaleswarmup.com from the NBA, NFL, MLB, NCAA and more. This is the only sports-spe- Salisbury University March 25-27, 2021 2020 cific sales competition in the country. Space is limited to 20 recruiting NSSC-NATIONAL SHORE SALES COMPETITION Bob Erffmeyer | [email protected] organizations and 128 students on a first-come, first-serve basis with Jessica Gardner | [email protected] NTSC-NATIONAL TEAM SELLING COMPETITION Indiana University October 21-23, 2020 2006 priority to returning universities. The Great Northwoods Sales Warm-Up is the first, highly PENSACOLA PITCH COLLEGIATE SALES COMPETITION University of West Florida March 2021 TBD 2020 personalized, competition of the year. We invite approximately NISC-NORTHEAST INTERCOLLEGIATE SALES COMPETITION 20 universities (3 student competitors) from across the country. BRYANT UNIVERSITY ® PI SIGMA EPSILON PRO-AM SELL-A-THON Various University Locations Check Listing 1995 We take pride in the quality of sales programs attracted over the https://nisc.bryant.edu/ past 13 years. Our goal is for students to work hard, but also have RNSC-REDBIRD NATIONAL SALES COMPETITION Illinois State University February 25-26, 2021 2018 fun along the way. Students are guaranteed to participate in two Dr. Stefanie Boyer | [email protected] 20-minute roleplays to sponsor’s sales personnel and receive Kathy Stickel | [email protected] SCSC-STEEL CITY SALES CHALLENGE Duquesne University October 2020 TBD 2017 immediate feedback from the sponsor judges. Join us! The NISC prepares students for sales careers by providing individualized, immediate feedback from sales professionals during SELLING WITH THE BULLS INTERCOLLEGIATE COMPETITION University of South Florida-Tampa Febuary 4-6, 2021 2019 ICSC - INTERNATIONAL COLLEGIATE SALES COMPETITION the tournament-style four-round sales competition (5 compete FLORIDA STATE UNIVERSITY per school), social media competition, and multilingual elevator pitch competitions in English, Spanish, French and Chinese. TCCSTC-TWIN CITIES COLLEGIATE SALES TEAM CHAMPIONSHIP University of Minnesota March 31-April 2, 2021 2018 http://fsusalesinstitute.com/icsc/ Try improv-training to promote adaptive selling and celebrate with UTISC-UNIVERSITY OF TOLEDO INVITATIONAL SALES COMPETITION University of Toledo February 25-27, 2021 2016 Chuck Viosca | [email protected] your new friends Friday evening. Up to three complimentary hotel Shannon Young | [email protected] rooms provided Friday for 25 universities. WVU PROFESSIONAL SALES COMPETITION West Virginia University October 17, 2020 2014 The Collegiate World Cup of Sales is the ultimate measure of a

42 SALES EDUCATION FOUNDATION UNIVERSITY SALES COMPETITIONS 43 NSC-NATIONAL SALES CHALLENGE for the NCSC so here’s your chance to meet them before NCSC. WILLIAM PATERSON UNIVERSITY Plus, you’ll meet 25+ Illinois State University Sales Excellence https://rbisaleschallenge.wpunj.edu Academy student volunteers who are great candidates for your internship program. Lisa Wright | [email protected] NSC is a 3 day competition that includes role plays and speed SCSC-STEEL CITY SALES CHALLENGE selling; judged by business executives in the sales industry. The DUQUESNE UNIVERSITY competition is held at the state-of-the-art Russ Berrie Institute for https://www.duq.edu/academics/schools/business/undergraduate/ Professional Sales Labs. Sponsored by leading corporations, the minors/sales/2019-steel-city-sales-challenge event also features table talks and corporate presentations, and a boot camp conducted by senior sales executives in a small group Ryan Luchs | [email protected] interactive setting. Paul Caswell | [email protected] Registration is limited to 30 students who will compete in a NSSC-NATIONAL SHORE SALES COMPETITION preliminary sales role-play competition round. Top scorers will move SALISBURY UNIVERSITY on to a final sales role-play round. Experienced sales professionals www.salisbury.edu/nssc will serve as judges and evaluate student sales role-plays. There is an added incentive for the students to participate and perform. Dr. Amit Poddar | [email protected] In addition to building their sales skills, up to $5,000 in scholarship Ms. Christa Hughes | [email protected] prizes will be awarded. The National Shore Sales Challenge (NSSC) the biggest sales championship in the Mid-Atlantic region would host up to 45 universities SELLING WITH THE BULLS INTERCOLLEGIATE COMPETITION in 2021. The sales competition has three role play rounds and a very UNIVERSITY OF SOUTH FLORIDA unique cold call wild card round. Along with an evening mixer at the https://www.usf.edu/business/centers/marketing-sales-innovation/ biggest bayside dance club on the east coast the competition pro- competition.aspx vides a travel subsidy to each team and also hotel rooms for the duration of the competition (conditions apply). Rob Hammond | [email protected] Selling with the Bulls: Intercollegiate is the “Toughest Test in Sales NTSC-NATIONAL TEAM SELLING COMPETITION Education”. The community engagement event features competitions INDIANA UNIVERSITY in networking, cold call prospecting, elevator pitch, and field sales. SALES PIPELINES ARE FOR FORECASTING gokelley.iu.edu/ntsc The competition is hosted by the Center for Marketing and Sales THE MYTH: Innovation at the University of South Florida in Tampa, FL. Teams of For most sales forces – and especially B2B – revenue forecasts are derived from sales pipelines. However, the Sonya Dunigan | [email protected] four students compete for individual and team awards in all events TRUTH: NTSC is a premier team selling competition that attracts undergrad- and all rounds over an action packed 30-hour experience. pipeline is much more than a forecast machine… Rather, it’s the best coaching tool in a sales manager’s possession. By uate sales students from America’s leading universities who wish to examining a sales pipeline, you can learn much about your sellers. Do they have the skills to move deals from stage- pursue high-level, complex sales careers. Teams compete in two TCCSTC - to stage through the sales cycle? How good are they at qualifying (and disqualifying) leads? Do they focus too much rounds of role-play with a final presentation pitch from top three TWIN CITIES COLLEGIATE SALES TEAM CHAMPIONSHIP on specific customers? Do they avoid selling certain products? Do they engage the resources required to win deals? schools. Altria and 3M develop the case, role-play as buyers and UNIVERSITY OF MINNESOTA senior management, and serve as judges. Cash prizes: 1st place If you’re spending your weekly meetings discussing deal sizes, win percentages, and close dates…You’re forecasting. $3,000, 2nd place $2,000, 3rd place $1,000. Two networking http://csle.umn.edu/competition/page/ Instead, use your sales pipeline for the more important stuff…Coaching. receptions are included for all participants. Todd Williams | [email protected] The Twin Cities Collegiate Sales Team Championship is designed to THE MYTH: YOU SHOULD ONLY COACH YOUR MIDDLE PERFORMERS. OR BOTTOM PERFORMERS. OR TOP PERFORMERS. PENSACOLA PITCH COLLEGIATE SALES COMPETITION provide Collegiate Sales Teams a unique opportunity to compete UNIVERSITY OF WEST FLORIDA on a team basis. In addition to providing a great learning experience TRUTH: The debate continues to rage over who should receive top priority when it comes to sales coaching. Should https://uwf.edu/cob/the-pensacola-pitch/pensacola-pitch/ for students; this competition provides great value to universities you spend your precious coaching hours with your middle performers who have a baseline of skills to improve? Should by having six student competitors with a guarantee of a minimum of Jim Sparks | [email protected] you coach your bottom performers who have the most to gain? Should you coach your best sellers to supercharge their three role play experiences, and a career fair with the top companies performance? The answer is: None of the above. In reality, you should coach the sellers you deem to be coachable. No The Pensacola Pitch Sales Competition is available to undergraduate looking for sales professionals. students and features cases from real businesses looking to hire the matter where they are on the sales board, some people will reject coaching while others will embrace it. If you want best up and coming sales people in the country. Each two person UTISC- your coaching to have the greatest impact, focus it where it will be received willingly and actually make a difference. team has 20 minutes to present as if they are sales representatives UNIVERSITY OF TOLEDO INVITATIONAL SALES COMPETITION When it comes to sales coaching, choose your battles to increase your victories. from the case company. Finalists are given a “twist” and have to UNIVERSITY OF TOLEDO adjust their presentation based on the new information and present again to a new group of judges. https://www.utoledo.edu/business/essps/utisc/ THE MYTH: WE SHOULD PROMOTE OUR BEST SALESPEOPLE TO MANAGERS. Deirdre Jones | [email protected] The logic makes sense. Great salespeople should become great sales managers. They are model sellers, and ® TRUTH: PI SIGMA EPSILON PRO-AM SELL-A-THON UTISC is the nation’s first and only national sales competition to their insights should allow them to replicate their standout performance across an entire team of salespeople. The only REGIONAL COMPETITIONS HELD AT DIFFERENT UNIVERSITIES focus exclusively on juniors, sophomores, and freshmen and hosts problem? It rarely works out that way. If you’ve been in sales long enough, you’ve seen a star salesperson promoted https://www.pse.org/our-services/pro-am-sell-a-thon-2/ 36 universities. UTISC has a Junior Division and a Sophomore/Fresh- to manager only to struggle in their new role. The truth is, the skill set required to be a rock star seller is quite different Joan E Rogala, IOM, CAE | [email protected] man Division so the competition and recruitment are transparent and fair. This year’s Junior Division contains next year’s seniors; FIND— from that to be a rock star coach. Sales managers play a variety of roles: leader, follower, mediator, mentor, financial The Pro-Am Sell-A-Thon® is one of the largest sales competitions in THEM—FIRST! UTISC also includes three Coaching/Interviewing analyst, IT director, administrator, and probably a dozen other. You need to view the front-line sales manager role as the nation. This year-long competition is hosted at PSE’s Fall Region- sessions that pair the competitors, alternates, and peer coaches a totally different role. It’s not a linear promotion up through the ranks; it’s a totally distinct gig with totally different al Conferences and National Sales & Marketing Convention in the with sponsors. Resumes and contacts sent two weeks in advance. spring. Students are encouraged to compete as early as their fresh- demands. Assess what skills are needed in your sales managers, and then search for a competent salesperson who’s man year to begin building life skills that will serve them throughout WVU PROFESSIONAL SALES COMPETITION up to the tasks. their academic and professional careers. The competition is made WEST VIRGINIA UNIVERSITY possible through the generous support from Carew International, COFFEE IS FOR CLOSERS ONLY. Liberty Mutual, Vector Marketing and UPS. https://business.wvu.edu/academics/marketing-department/ THE MYTH: marketing/wvu-sales-competition TRUTH: Coffee is for everyone. RNSC-REDBIRD NATIONAL SALES COMPETITION Dr. Emily Tanner | [email protected] ILLINOIS STATE UNIVERSITY Our emphasis is on development…helping you become a better JASON JORDAN Director of Research, SEF https://business.illinoisstate.edu/psi/rnsc/ sales professional. Contestants receive one on one feedback from KEEP IN MIND— the judges with the goal of providing students with substantive and universities contact: Duleep Delpechitre, [email protected] constructive feedback. your local university sales program may offer sales research to companies contact: Michael Boehm, [email protected] or 309-438-2954 Meet up to 54 amazing sales students from 18 sales programs from help you debunk your own sales myths. Use our 2020 Top Sales around the country. Be a mock buyer or be a Judge in four sales role- Programs listing to find a university program near you. play rounds. You determine the winner! These students are prepping

44 SALES EDUCATION FOUNDATION SALES MYTHS DEBUNKED 45