new member orientation

PI SIGMA EPSILON YOUR BUSINESS ADVANTAGE FOR LIFE

As a Fraternity, we’ve had a prosperous beginning with a rich history of making an impact on individuals, on businesses, and on the sales and marketing profession.

We are in the middle of something great.

You have the opportunity to make history here. As a member of this Fraternity, you are the Fraternity. We all are. And we are making an impact.

What will our legacy be? module 1

Welcome to the Pi Sigma Epsilon Member Orientation Guide. As you consider your involvement in the Fraternity, it is important that you know who we are and what we stand for - that’s why we have created this guide. Before you get started, however, let’s cover a few important details . . .

Pi Sigma Epsilon (PSE) is a Professional Fraternity alone, but by inclusivity, that the true strength of We are co-ed and open to all majors and all diversity within an organization can be achieved. college grade levels. Professional fraternities specialize in a specific field of interest to promote Anti-Discrimination the competency and achievement of that field. No chapter shall permit discrimination in its PSE’s field of interest is marketing, sales and membership selection, initiation, chapter management. Professional fraternities, like PSE, operations, or other activities of the fraternity based do offer a social aspect in addition to professional upon an individual’s race, color, creed, religion, age, programming and development. However, unlike disability, ethnic background, sexual orientation, or social fraternities, we do not have houses and do national origin. not participate in traditional Greek “rush” activities on campus. Sexual Harassment, Abuse, or Misconduct The Fraternity does not condone any form of Social fraternities are traditionally single-gender sexist or sexually abusive behavior, harassment organizations. Membership in PSE is not mutually- or misconduct on the part of its chapters or exclusive with our social Greek counterparts and members. Conduct that may be considered many students successfully participate in both. abusive, aggressive, or demeaning to any person Module 21 Membership in another professional business is not consistent with the high ideals and values of fraternity, however, would not be allowed. PSE and will not be tolerated.

Statement on Hazing If at any time you or someone you know experiences PlanningOur & Goal-SettingStory It is the policy of PSE that all hazing activities in a violation of any of these standards in your any form be strictly forbidden. These activities PSE chapter, please contact the PSE National are considered inconsistent with the mission and Headquarters office and your faculty advisor. purpose of the Fraternity. The Professional Fraternity MODULEMODULE CONTENT CONTENT MODULEMODULE OBJECTIVE OBJECTIVE Association (PFA) defines hazing as any action We now invite you to use this guide to learn more • Strategy• Our Mission AtAt the the end end of ofthis this module, module, you you should should be be able able to to taken or situation created intentionally to produce about the amazing opportunities available to you • Planning• Our Values • Describe• Describe the the meaning PSE Principles of a strategic and why plan they matter mental or physical discomfort, embarrassment, as a member of this wonderful organization! • Projects• Our Brand • Recognize• Recognize the the importance core elements of the and planning significance process of harassment, or ridicule. • Action• Our History • Useour a brandframework for implementing strategic projects Sincerely, • Our Legacy • Create• Identify an keyaction milestones plan for your in the role Fraternity’s as an officer history Diversity and Inclusion PSE seeks to ensure that our members understand that diversity, in its many forms, is understood, respected and valued. Furthermore, we seek Joan E. Rogala, IOM, CAE to ensure that the diversity of our membership CEO is inclusive in our discussions, thoughts, and Pi Sigma Epsilon operations as an organization. It is not by diversity PSE - Beta Zeta-Louisville ’88 module 1 module 1 Our Mission Symbolism of the Crest The mission of Pi Sigma Epsilon is to develop the ______and ______skills of its members through lifelong ______. Our Values Principles to Live By • Our Fraternity’s values are expressed in the 12 PSE Principles • These Principles provide a foundation and guiding light for life • Living by these Principles, is what it means to be a part of Pi Sigma Epsilon

“You’re in Pi Sigma Epsilon. The 12 PSE Principles You’re not only in good company, you’re in great ______company.” ______The Creed of Pi Sigma Epsilon ______Jeff Hayzlett I believe in the ______, ______, and ______of the PSE Honorary Life Member, ______Marketing and Selling Profession. PSE NEF Legacy Club ______I will be ______, ______, and ______in all relations with Best Selling Author, Primetime my Fraternity, my college, my business, and the people I serve. ______TV and Podcast Host I fully realize that my ______, whatever they may be, evolve from my ______to others under the guidance and help of God.

I say these words with ______: • that I will endeavor to live by the ______of Pi Sigma Epsilon; Our Brand • that I value and revere the honor of our ______; • that I will endeavor to so ______myself and so ______myself that I will bring honor to my ______and to my ______.

AMETHYST Our History The Fraternity was incorporated on ______in Atlanta, GA by four founders: Mr. Lloyd L. ______Dr. William H. ______GOLD Dr. Henry ______Mr. Lewis F. ______

The official Pi Sigma Epsilon pin is the Fraternity crest. The pin is presented to members during the Initiation Ceremony. It is Did you know? The Greek Letters Pi (Π) Sigma ( ) Epsilon ( ) were chosen to represent the recommended to be worn on the upper ______-hand corner of the Σ E fraternity’s members: ______pocket on business attire, the left lapel or simply on the left side over the heart. • Prospective Sales Executives (collegiate) • Preparers of Sales Executives (educators) • Professional Sales Executives (alumni, partners, associates)

4 5 module 1

In 1951, Lloyd L. Antle, an Ohio University graduate and professor of Marketing at Georgia State University (formerly Georgia State College), conceived the idea that the sales profession should have a professional fraternity of its own. After all, he reasoned, accountants had a fraternity, the general business majors had a fraternity; why not a fraternity for sales and marketing?

Mr. Antle spoke to two other professors - Dr. William H. Harris and Dr. Henry Baker - who agreed that in the ensuing years sales and marketing Web Activity would become a vital force in the economy. These three men, Lloyd When was the most recent issue of Dotted Lines released? Antle, Dr. William Harris and Dr. Henry Baker, approached Mr. Lewis F. Research the PSE website to find the answer to the question. Write the Gordon for his ideas. In addition to being a charismatic and energetic answer here: marketing executive, Mr. Gordon had helped to found the Sales and ______Marketing Executives International (SMEI) association of Atlanta and was a natural choice to help design the first collegiate fraternity in marketing, sales management, and selling. Discussion Why did you choose to join PSE? ______“I went into college not All four men were members of SMEI Atlanta. They approached other ______knowing what I wanted to members, gained their support, set up organizational meetings, and What do you hope to gain from your membership? ______do or how I was going to worked diligently to develop plans. After an entire year of planning, ______get there, and PSE found with all involved contributing considerable time, effort and finances, the What Principle resonates the most? Why? ______me. At the end of my foundation for this new organization was laid. ______college experience, I had clarity on what I wanted to look for in a role, how What will your legacy be? I could bring value and ACTIVITY: Visualizing the Legacy how I was going to fit into Create a vision for what your PSE legacy will be. this world.”

Imagine It! Kelsea Kiene 1. Close your eyes and imagine yourself in 10 years from now: Epsilon Delta-Toledo ‘14 • Where do you live? National Council Finance • What type of work do you do? Vice President, Pro-Am ® • What is your greatest accomplishment? Sell-a-Thon Co-Chair 2. What role does PSE play in your life? Lloyd L. Antle Dr. Henry Baker 3. How are the Principles reflected?

Write It Out Write your vision in your workbook, then share it with your team: ______Dr. William H. Harris Dr. Lewis F. Gordon ______6 ______7 module 2 module 2 In Business What is a Stakeholder? A stakeholder is any person, organization, social group, or society at large that has a stake in the business. Stakeholders can be ______or ______to the business. Stakeholders are • A stake is a vital interest in the business or its activities. It can members of “groups include ownership and property interests, legal interests and without whose support obligations, and moral rights. the organization would • Stakeholders can: cease to exist.” • Affect a business Freeman, R. Edward; Reed, David L. • Be affected by a business (1983). “Stockholders and Stakeholders: • Be both affected by a business and affect a business A new perspective on Corporate Governance” The PSE Ecosystem Who are the PSE stakeholders?

Module 2 Stakeholders

MODULE CONTENT MODULE OBJECTIVE • In Business At the end of this module, you should be able to • The PSE Ecosystem • Define what it means to be a stakeholder The PSE Stakeholders • The PSE Stakeholders • Describe the different stakeholders at PSE, and Outside of the National Organization, there are four main stakeholder • Working with Stakeholders their roles groups: • Effectively work with each stakeholder group ______

The Fraternity is also affiliated with three separate, yet related organizations, who each may have a stake in the Fraternity: ______8 9 module 2 module 2 PSE Chapters Working with Stakeholders As in a business, there are several ______Learn what each group values most: positions that are filled by members. These positions correlate with • Spend ______with them executive positions in a business. In this student-run organization, you • Ask ______learn first-hand the ins and outs of operating a small business. • Build ______Advisors Create value for each group. There are three types of advisors: • ______(educator) DISCUSSION • ______(former collegiate member) What do you think matters most to each of the main PSE stakeholder • ______(corporate partner or professional member) groups? • Students ______Advisors assist the chapter and individuals with group projects and • Alumni ______individual programs such as interviewing skills and resume preparation. • Faculty ______• Partners ______“I love PSE because of “My favorite part of PSE Corporate Partners what we can provide our is going to the national students. It gives them Partners support students financially through national______How can you as an individual member create value for each of these events and getting the real life experience to and ______. They also provide insight and updates on the perspectives? involved in the Pro-Am. learn what it takes to be latest trends in the industries and professional development on the ______Its challenging being successful in the future.” ______level. Best of all, they hire our members! ______a buyer and judge, but ______I’m learning something ______Jon Salvani every time and I’m just The National Organization ______Gamma Zeta-Northern so impressed to sit and Illinois ‘96 watch these young The National Council How can you best build individual relationships with members of each Past National President, people.” The National Council is the ______or policy making body group? NEF Vice Chair of the organization. The role of the National Council is to establish the ______Ralph Brigham future direction for the fraternity. Members of the National Council: ______Corporate Partner, • Are elected by the membership ______National Council • Serve as the Fraternity’s fiduciaries ______Professional Vice President • Represent each stakeholder group (collegiate, alumni, professional and faculty)

The National Headquarters Web Activity From our corporate “home office,” the National Headquarters Staff Name 5 National Corporate Partners and the industry they are in. ______the policies set forth by the National Council, develops programs, and oversees the administration of the Fraternity. Research the PSE website to find the answer to the question. Write the • Pi Sigma Epsilon National Headquarters is an integral part of the answer here: successful operations of PSE as an organization. • The National Headquarters Staff is available to you and the ______members of your chapter year-round as a valuable source of information, support and ideas. ______• These professionals are dedicated to ensuring your chapter’s continued success. ______• Their primary responsibilities focus on serving PSE’s stakeholders.

10 11 module 2 module 3 ACTIVITY: Stakeholder Interests When formulating this How you introduce yourself to each stakeholder group will vary. statement, consider the Use your notes from the discussion questions to identify what is “Golden Circle” from important to each group. Simon Sinek’s Start With Why. Corporate Partners Faculty Watch his TED Talk on will find value in PSE by... will find value in PSE by... YouTube!

“My favorite part about PSE events is being able to interact with students outside that career fair environment, where they are nervous, or outside an interview. Module 3 You get to connect with Alumni Students them one on one and will find value in PSE by... will find value in PSE by... that is so important in The Value Proposition the business world.”

Christa Schulenburg Corporate Partner, MODULE CONTENT MODULE OBJECTIVE National Council • In Business At the end of this module, you should be able to Professional Vice • Stakeholder Perspectives • Define value, and what “perspective” has to do President, Scholarship • The PSE Value Proposition with it Program Co-Chair • Identify what each stakeholder might consider valuable • Describe the PSE value proposition and how we deliver on it

12 module 3 module 3 In Business National Awards Program What is a value proposition? The National Awards Program is provided by the PSE National A proposition of value is a promise or belief about the value of Educational Foundation (NEF). The NEF’s mission is to foster the spirit something and how that value might be delivered, communicated, of ______and ______competition by providing chapter experienced, or acquired. A company might formulate a value members with experience in sales, marketing, management, critical proposition for all or parts of its ______, or for its ______and thinking, decision making, and presentation skills. ______. Developing a value proposition is part of business strategy. The purposes of the National Awards Program are to Value = ______- ______• Encourage national participation of chapters by recognizing their accomplishments through the National Awards Program • Instill in participants the highest standard of developing professional Stakeholder Perspectives skills and learning educational theory What did you learn from the last module about what each of your “Our chapters work • Offer participants real world professional presentation opportunities stakeholder groups value? through an organized program incredibly hard, our Recall the different perspectives: members spend so much • Recognize outstanding chapter programming and allow participants • Student perspective: ______to share their accomplishments time during the year • Faculty perspective: ______on their programming PSE Core Competencies • Alumni perspective: ______and their membership •Sales skills • Partner perspective: ______National Scholarship Program development. Having a •Business acumen Also provided by the NEF, the National Scholarship Program was created chance to showcase that •Executive Presence - to recognize individual accomplishment in the areas of PSE, academic is fun.” C-Suite level interaction The PSE Value Proposition achievement, and school/community activities. Each year, over $60,000 •Time and money What value do we offer our stakeholders? in scholarships are earned by PSE students. Robb Carlson management Gamma Gamma-Miami ‘05 •Relationships The PSE Value Proposition is two-fold: Selection of scholarship recipients is based on the following written Past National President, •Phone skills 1. Prepare the emerging workforce with the core competencies and verbal criteria: National Awards •Process orientation necessary to be successful. • Pi Sigma Epsilon Activities Program Co-Chair, •Intellectual curiosity 2. Provide exceptional career opportunities for college students • Career Objectives/Educational Goals PSE NEF Legacy Club •Results orientation seeking internships and full-time placement. • Educational Financing •Collaboration • Overall and Major GPA Preparing the Emerging Workforce • Non PSE Campus/Community Activities

Pro-Am Sell-A-Thon® Provides experience in sales, Recognize individual The PSE Pro-Am Sell-A-Thon® is a year-long sales competition held at the PSE Fall Regional marketing, management, critical accomplishment in the areas of Conferences and the annual PSE NEF National Sales and Marketing Convention. thinking, decision making, and PSE, academic achievement, and presentation skills. school/community activities. Key Objectives Student Learning Objectives • Emphasize the importance selling skills play • Appreciate the role of the sales professional in everyday life • Comprehend the Sales Process in a B2B setting HQ-organized events provide Allows students to compete in real • Dispel negative perceptions associated with selling • Demonstrate the ability to perform in a leadership training, competitions life selling situations with all of the • Many students enter the workforce in a sales competitive environment and networking. variables of a real life situation capacity; therefore, provide a program that • Communicate effectively both verbally and demonstrates real life selling situations non-verbally • Provide a vehicle to teach students about • Assess performance strengths and areas to selling in a logical, process-oriented approach improve • Involve professional salespeople in the program to mentor and coach these students during the Check out a Pro-Am winner’s program to provide real life sales experiences story on page 23! 14 15 module 3 Fall pse Spring Levels of Engagement national Key Member Benefits: Participation at the national level provides many additional and exclusive • Experiential learning Conferences events Convention benefits to members: • Leadership training • National Recognition for Chapter Achievements • Entrepreneurial • National Recognition for Individual Achievements experience • Scholarships ($60,000 awarded annually) • Professional foundation 2 days Length of Event 5 days • National Sales Competition (130 competitors, more than 100 • Job opportunities corporate representatives serving as coaches, judges and buyers • Infinite networking • Educational Programming and Keynote Speakers • Sales competitions 4 locations across the country Location(s) 1 location • National Career Fair with more than 40 companies represented • National awards • Access to the PSE network of more than 40,000 members, 50 • Community service national partners, and friends throughout the US. • Mentorship • Camaraderie Career Fair Building a Network Perhaps the greatest advantage of being a member of the PSE fraternity, is the network you have access to. How you go about building your Keynote Speakers personal network, will have a big impact on your future success.

Building a network is a lot more than adding a bunch of connections Networking Events to your social media platforms. Building a network takes time and “I have established intention- and it takes a personal investment in real human beings. a large network stemming from chapter Certified Chapter Officer You have tremendous opportunity to build a valuable network here, relationships, national Training so think beyond classes and student functions: think about which council and PSENEF relationships will help strengthen the value of your network in the future. involvement, meeting corporate partners at Pro-Am Sell-a-Thon® Here are some ways to build stronger relationships with stakeholders: various PSE events, • Meet 1:1 for coffee or lunch and other PSE related • Find out about what is important to the other person activities that I know I can National Speakers • Ask them open-ended questions to learn more about what they value rely on for any number of Competition • Find ways to add that kind of value to their lives issues or challenges that I • ______may face in the future.” Marketing/Case Study • ______Competition • ______Brian Andersen Gamma Nu-Ohio State ‘08 National Council Executive National Awards Program To build a strong network, be authentic, and look for ways to add value Vice President, Pro-Am Presentations to someone else’s life. Sell-a-Thon® Co-Chair

National Scholarship If you don’t already have a LinkedIn account, go ahead and make one Program right away to start following your connections.

“I never knew that a weekend would help me “Nationals is an amazing once in a life-time grow as much as a Regional Conference did. experience, that we get the opportunity to go to Not only did I meet some of my best friends, every year. The skills and knowledge acquired I improved my public speaking skills and met there are applicable to every young professional industry professionals.” going into the business world.” 16 17 - Kristin Pearson, Delta Omega-Illinois State ‘13 - Nathan Marriott, Epsilon Epsilon-Ball State ‘19 module 3 module 2 REFLECTION Reflect privately on the following questions and write out the answers. Elevator pitch worksheet Consider your personal network: What value do you provide for the people in your network? CORPORATE PARTNERS ______Answer the following questions: ______1. Why would they care? ______Which relationships should you be investing more time and energy into? (focus on the challenge or problem you are solving, the “so what” for this group) ______2. How can we help? ______(some of the ways you/PSE can help solve this challenge) Who are the people in your personal network who take your focus away from what matters and drain you with negativity or pull you off track? 3. What do we offer?______(the specific value you provide this group) ______“We have to master the Now, finish the following statements: unique characteristics the pse value proposition • I help… ______of what we are all about ACTIVITY: Taking Advantage of PSE Benefits to other people so they Split into groups of 4-6 members. Answer the questions below and • Their biggest challenge is… ______will learn, ‘this is an present your answer to the last question to the entire group. organization that I should • So I help them with that by… ______be a part of’.” What PSE benefit interests you the most and why? ______• They also experience some deep core benefits like…______Marvin Loos ______Iota-Arizona ‘61 ______PSE Past National President, What event are you most interested in participating in? Honorary Life Member, (i.e. Pro-Am, Speakers Competition, career fair, Roundtables, etc.) • Their #1 result is… ______NEF Board of Trustees, ______PSE NEF Legacy Club Brainstorm with the group possible sources of funding to offset travel Write out your elevator pitch, using what you just formulated: expenses to these events ______

Web Activity: Which National Awards Program category will your chapter compete for? To find: Got to pse.org, hover over ‘Foundation’ and click “National Awards Program’. The Call For Entries is at the top.

______ACTIVITY: Stakeholder Elevator Pitch Using your responses on page 12, create a unique introduction you can use with members of each group. • Complete the Elevator Pitch Worksheet for each stakeholder group • Practice your pitch with your team. It should roll off your tongue, easily and effortlessly! 18 19 Elevator pitch worksheet Elevator pitch worksheet Alumni Faculty Answer the following questions: Answer the following questions:

1. Why would they care? ______1. Why would they care? ______(focus on the challenge or problem you are solving, the “so what” for this group) (focus on the challenge or problem you are solving, the “so what” for this group)

2. How can we help? ______2. How can we help? ______(some of the ways you/PSE can help solve this challenge) (some of the ways you/PSE can help solve this challenge)

3. What do we offer?______3. What do we offer?______(the specific value you provide this group) (the specific value you provide this group)

Now, finish the following statements: Now, finish the following statements: • I help… ______• I help… ______

• Their biggest challenge is… ______• Their biggest challenge is… ______

• So I help them with that by… ______• So I help them with that by… ______

• They also experience some deep core benefits like…______• They also experience some deep core benefits like…______

______

• Their #1 result is… ______• Their #1 result is… ______

Write out your elevator pitch, using what you just formulated: Write out your elevator pitch, using what you just formulated: Elevator pitch worksheet My Pi sigma epsilon Story starts long STudents Answer the following questions: before I joined the 1. Why would they care? ______organization… when I (focus on the challenge or problem you are solving, the “so what” for this group)

2. How can we help? ______thought I didn’t need it. (some of the ways you/PSE can help solve this challenge) Stephanie Elkins, Epsilon Delta-Toledo ‘17 3. What do we offer?______(the specific value you provide this group) The great thing about PSE is that it has something sales role at a coffee company where I, in fact, only for everyone, regardless of major or skill level. I didn’t had 20 minutes every six months to sell to my buyer, Now, finish the following statements: join just to compete in sales competitions, I joined to with their phone on the table as a timer. PSE set me • I help… ______improve my business skills, run for Executive Board, up for something my classroom curriculum did not and improve the skills of other members in return. It and it is an invaluable skill to have. • Their biggest challenge is… ______is a real, practical experience that lines up with what you learn in the classroom. This organization was My nerves built up all year for nationals where I spent the missing piece for me to land three successful hours upon hours role-playing with anyone who • So I help them with that by… ______internships and my choice of a great job after would listen. I wanted to prove to myself that it all graduation. It can do the same for you. comes down to hard work, there is no sales magic They also experience some deep core benefits like…______• that certain people have or don’t have. I had the I was still going through absolute honor to be called ______the new member process for National Champion and when I competed for the Top Salesperson of the Day • Their #1 result is… ______first time at regionals. This is in 2016, a true testament to where I learned PSE offers the skills PSE developed a free sales training before in me and the result of Write out your elevator pitch, using what you just formulated: every Pro-Am Sell-a-Thon® dedication to the program. competition. Out of three Not to mention, that trophy different selling models I came with a check for have learned, the Carew $1,500 and a custom Tom Sales Model used in PSE is James suit. the most natural and usually costs a few thousand dollars to go through, but is I had absolutely no idea what I was doing in that free to all Pro-Am Sell-a-Thon competitors. Even first role play, but having the video of it and judges if you aren’t a sales major, you are always going to feedback made it possible for me to improve over have to either sell yourself or your experience in any time. Other national sales competitions aren’t like field to get the job done. The Pro-Am Sell-a-Thon that- they are exclusive to the best of the best and teaches you how to respond well under pressure, not everyone gets a chance to shine. The Pro-Am which is inevitable in any career. Sell-a-Thon is the reason I graduated confident in my career choice and landed the job that I did. My The Pro-Am Sell-a-Thon holds a special place in employer asked for my final round video and used my heart and college experience. At first glance, a it as his decision factor to place me in the role I 12-minute sales call with judges watching doesn’t was not quite qualified for. I owe every step of my sound the most realistic, but I was wrong yet again. career to the foundation this organization gave After graduating, I found myself in a corporate retail me. Welcome to the best decision of your life!

23 module 4 module 4 Member Classifications Members from all classifications work together for the betterment of the Fraternity and act as resources for chapter operations and national affairs.

There are 6 main member classifications: • Collegiate • Alumni • Professional • Faculty • Associate • Life Collegiate Member Individuals who join PSE while enrolled in a university/college which has a chapter of Pi Sigma Epsilon are classified as Collegiate members. “My favorite thing about Collegiate members join from all backgrounds, majors, and ages and PSE events is the people. offer a diversity of perspectives, insights and skills. I love the friendships that we make and I feel like it is almost like a Alumni Member family reunion.” The classification “alumni” is generally applied to a member upon graduation from college or an individual who was initiated as a collegiate Joe Ashbee member and is no longer in school. Because alumni have already Gamma Kappa-Akron ‘05, experienced the benefits of Pi Sigma Epsilon as students, they are PSE National President, Module 42 happy to offer guidance, leadership and advice to chapters on projects, NEF Board of Trustees, organizational structure, awards, recruiting and professional events. PSE NEF Legacy Club

PlanningHow We & Goal-SettingDo Things Alumni members are often eager to discuss their experiences and how involvement in PSE helped them. They are excellent resources when searching for speakers, project ideas and job contacts!

MODULE CONTENT MODULE OBJECTIVE Professional Member • StrategyMember Classifications At the end of this module, you should be able to Individuals who have had at least five years of sales or marketing • PlanningThe Member Lifecycle • DescribeIdentify the the different meaning types of a strategicof Fraternity plan members experience and can help local chapters by offering professional advice • ProjectsChapter Operations • Recognize thekey importanceelements of of chapter the planning operations process and assistance are classified as Professional members. • ActionPrinciples in Practice • UseDescribe a framework the impact for of implementingthe Principles on strategic how we doprojects things • Create an action plan for your role as an officer Professional members and advisors can facilitate the transition between the university and the business world by providing guidance for projects and programming from a business perspective. Working with professionals gives PSE members the opportunity to network and more text demonstrate professional skills gained through experiences in the Fraternity.

25 module 4 module 4 Faculty Member DISCUSSION Typically, educators from universities and colleges at which chapters Discuss the following questions with your team, and write out the are located, join as Faculty members. Faculty assist and advise project answers in your workbook: implementation and achievement of chapter objectives. What is most exciting to you about your PSE membership? ______Faculty members communicates the purpose, programs and activities of ______your chapter to the university administration and other faculty. ______“Leading through personal excellence “Through a collective How do you plan to take full advantage of being a member? and holding yourself effort to better each Associate Member • Local involvement: ______accountable is an other, we will all grow Those who have an interest in sales and marketing but do not meet the • Regional involvement: ______effective method to and new opportunities criteria of the above membership categories, are classified as Associate • National involvement: ______motivate your team and will be made available members. have them understand to us. This dedication Good Standing Requirements your level of expectation: to your fellow member Life Member a team respects a leader A member in good standing has that demands as much or encourages betterment All members in good standing have the opportunity to join or renew their 1. Paid National dues in full with no lingering debts. more from themselves as of the chapter for not only membership on a lifetime basis, and thus support their fraternity. The our own gain, but the gain 2. No violations of Fraternity or chapter risk management policy. they do from their team.” Life Membership fee is placed in a fund of which only the interest is used 3. Full compliance with the PSE Constitution and Chapter Bylaws. of the entire PSE family.” to provide member services. The principal accrues to build for the 4. In good standing with their local chapter or university. Catherine Monson future of the fraternity. Memberships can be upgraded to a Life PSE NEF Legacy Jacob Pawelczyk Membership at any time. Epsilon Delta-Toledo ‘17 Chapter Operation Guide (COG) Club Member Life Membership provides national recognition and important benefits The COG contains all the administrative and programming activities and including exemption from national dues and discounted National reports that PSE chapters should be utilizing to provide their members Convention registration. value and remain in good standing. • Using the COG will help chapters stay focused and accountable in all areas of operations The Member Lifecycle • The COG helps PSE chapters operate effectively and should be A lot like a “real life” employee experience considered your chapter’s “employee handbook.” • Make sure you read it!

26 27 module 4 module 4 Leadership Opportunities Activity: Executive board responsibilities An Executive Board is elected within each Pi Sigma Epsilon chapter to Match the Executive Board positions on the right with the responsibilities on the left. serve as the leadership of the group. Chapters hold elections once a year to select the members that are best fit for the Executive Board. This week, your leadership team will introduce themselves and give a brief description about their resposibilities. Manages the chapter’s social media accounts Chapter President

Using what you learn about the Executive Board, complete the activity on page 29. If you need help, full Chapter Officer responsibilities can be Keeps attendance at meetings found on the Chapter Resources page on pse.org. The official chapter contact for PSE National VP of Administration DISCUSSION Headquarters Discuss the following questions with your team, and write out the answers in your workbook: Coordinates chapter marketing, sales and community service activities How can the COG help you and your chapter gain a professional advantage? Ensures COG reports are turned in on time VP of Finance ______Creates a yearly budget for chapter operating What does it mean to be a member in good standing? expenses ______Living the Principles: Coordinates with speakers to plan ______VP of Human Resources • Work hard development events • Honor others How can you ensure that you and your chapter remain in good standing? • Sincerity is authenticity ______• Belief is in our mission & Oversees social activites for member retention ______creed • Skill develops with practice Which leadership position interests you the most? Why? • Knowledge is gained Presides over all General Business Meetings VP of Marketing ______through experience ______• Wisdom grows with years Reserves meetings rooms through the College • Confidence builds of Business or University through action Web Activity • Faith is a foundation Generates workshop topic lists with Which COG report is about mentorship with other chapters? VP of Public Relations • Ethics matter recommendations from the chapter Research the Chapter Resources page on pse.org to find the answer. • Character defines (The password is pse+the year. Ex: pse2018) • Competition is friendly & fun Leads recruitment efforts each semester ______Keeps accurate records of chapter’s income VP of Professional Development and expenditures

28 29 module 5 module 5 Risk Management Purpose of Risk Management: To establish ______and provide a framework for ______and effective ______in chapter recruitment and member retention, event planning, leadership development, fundraising and overall chapter management.

How to Manage Risk in Your PSE Chapter “Students are looking For each chapter project, activity, event or individual behavior, consider for opportunities that the following: take them outside of their comfort zones— 1. Does it support the ______, ______and beyond where they are ______of PSE? How? currently. We can grow them outside of their 2. What are the relevant rules and guidelines that must be comfort zone in a very followed (______, ______, and ______laws, constructive way.” campus policies and student code of conduct, Fraternity policies, etc)? Micheal Van Grinsven Corporate Partner, 3. Identify all risks associated with the project, event or National Council ______. Professional Vice President, Honorary Life Member 4. Using the Risk Assessment Tool on the next page, rate the risks on the scale of impact vs likelihood (no risk, low, medium, or high).

5. Based on your assessment of the risks, what course of action Module 52 should be taken (avoid, transfer, mitigate/manage, or accept)?

6. Effectively ______your decision-making process. PlanningPreserving & Goal-Setting Our Legacy Discuss among chapter ______.

7. Implement your ______.

MODULE CONTENT MODULEMODULE OBJECTIVE OBJECTIVE • StrategyPSE Risk Management PolicyAt the endAt of the this end module, of this youmodule, should you be should able to be able to Here’s a quick litmus test: • PlanningRisk Assessment Tool • Describe• Developthe meaning and awarenessof a strategic of riskyplan situations Is the project, activity, event or individual behavior something I am • ProjectsAvailable Resources • Recognizeand the behavior importance of the planning process proud of? Would I be willing to share the details about it with my faculty • Action • Use a framework• Use various for implementingstrategies for mitigating strategic projects risk advisor, school administration, PSE Headquarters, future employer or • Create •an Understand action plan thefor yourkey components role as an officer of the PSE parents? If it was captured on video or in photos and posted to social Risk Management Policy media, how would it affect my reputation and that of the Fraternity? • Know where to go for help

31 module 5 Risk Assessment Tool The risk assessment tool assists in identifying potential risk within your chapter and guides you to IDENTIFY AVAILABLE RESOURCES take appropriate action to manage that risk. Campus Resources • Office of Student Life 1. Assess the Risk • Student Activities Office There are many types of situations and behaviors in Greek-letter organizations that introduce risk • Greek Life to individual members, chapter leaders, advisors, and the chapter and Fraternity as a whole. Here Chapter Faculty Advisor/Advisory Committee are just a few that you should be able to easily identify: PSE Headquarters • Hazing • Chapter Consultant & Member Manager • Event-related risks • CEO • Alcohol/Controlled substance use/abuse; underage drinking PSE Insurance Company - James R Favor & Company • Automobile/transportation • Event Planning Forms • Host liquor liability • Proof of insurance certificates; information and guidance • Financial • Sexual harassment, abuse, misconduct, or discrimination PSE Risk Management Policy “We want future Each chapter is required to review the risk management policy at one 2. Determine the Level of Actual Risk generations of this of the first chapter meetings of each semester and record the risk For each risk identified, use the table below to gauge the following (1=low, 5=high): chapter to reap even management policy review in the minutes of that meeting. A copy of the • Impact- on a scale of 1-5, what would be the impact of the risk identified if something more benefits than we policy is posted on the Fraternity website. bad happpened? had during our time in • Probability- on a scale of 1-5, how likely is it that something bad will happen? Pi Sigma Epsilon.” ______with our policy stresses the individual responsibility • Identify the Actual Risk on the chart below: of each PSE member and collectively the chapter. Pi Sigma Epsilon Will Cicerchi members and chapters must also adhere to all campus policies, student Impact x Probability = Actual Risk Gamma Nu-Ohio State ‘17 code of conduct, and local, state and federal laws and requirements. What to do When the Unexpected Happens In every situation, the most important and first step must be to notify emergency services providers. After you have called “911”, then promptly contact your Chapter advisors, PSE National Headquarters and if necessary, the authorities. Delaying notification can often make these situations more difficult for everyone involved. A (sample) Chapter Crisis Management Plan has been developed to aid chapters in case of an emergency. The plan should be reviewed at least once per semester so that everyone in the chapter knows and understands what to do in case of an emergency. This is available on the Chapter Resources page. Web Activity Find the PSE Risk Management Policy online. What is rule #3 under Alcohol and Drugs? 3. Identify a Strategy ______Based upon the actual risk, identify a strategy to manage the risk: ______• AVOID - If Actual Risk is high, remove the risk (do not move forward with the activity) • TRANSFER - If Actual Risk is medium, shift risk to a third party and repeat the assessment process to determine the new Actual Risk • MITIGATE - If Actual Risk is medium, lessen risk by reducing the probability (what changes can you make to your plans to lessen the risk?) • ACCEPT - If Actual Risk is low, accept risk and have a plan to deal with it if it occurs 32 33 module 5 module 5

ACTIVIty: Risk Management ACTIVIty: Risk Management continued In small groups, work through the “How to Manage Risk in Your PSE Chapter” steps to identify, assess and manage the risk for the chosen scenario. Share your findings with the entire group.

Scenario 1: Fundraiser for Charity Scenario 2: Off-site Chapter Event Scenario 3: Community Event Scenario 4: Chapter Celebration/Social The chapter supports a local charity that It has been a good year. Recruitment is up, In recent years the chapter has had great The long anticipated PSE spring formal has provides food, shelter and personal items for members are engaged, professional and success hosting a community-wide street fair been planned at a local hotel. This members- the homeless in your area. The is great and in service projects received recognition at National to raise funds for a variety of chapter-sponsored only event includes a meal, cash bar (2 drink past years the chapter’s fundraising efforts Convention, and there’s money in the bank! The educational events, speakers and charitable tickets per member of legal drinking age) and have fallen short of the goal. During a chapter chapter would like to celebrate with an overnight giving. What started out as a relatively small a chapter awards and recognition program, brainstorming session, the group comes up with event at a water park located 100 miles from event in a public space has grown into a well- followed by music and dancing. Since the the idea to host a city-wide 5K run/walk with all campus. Rooms are reserved and paid by the attended and profitable venture with food chapter had several successful fundraisers over proceeds from the event supporting the local chapter and several members have volunteered vendors and local merchants. Based upon the the year, the cost for the event is being paid charity. It is hoped that some local businesses to drive. It’ll be a great time to relax, have some success of similar community events, it has for in part with chapter funds. A campus group will sponsor the event and a local news station fun and enjoy one last “hoo-rah” before finals been suggested to add a beer tent next year. message is posted to social media inviting has been contacted to cover the event. and graduation. non-PSE friends to join the fun after the official program has ended. Does this event support the mission, principles, Does this event support the mission, principles, Does this event support the mission, principles, Does this event support the mission, principles, and creed of PSE? How? and creed of PSE? How? and creed of PSE? How? and creed of PSE? How?

What are the relevant “rules” to be considered? What are the relevant “rules” to be considered? What are the relevant “rules” to be considered? What are the relevant “rules” to be considered? (State, local, campus and Fraternity laws and (State, local, campus and Fraternity laws and (State, local, campus and Fraternity laws and (State, local, campus and Fraternity laws and policies) policies) policies) policies)

Identify all risks involved with this event (list Identify all risks involved with this event (list Identify all risks involved with this event (list Identify all risks involved with this event (list them). them). them). them).

Using the risk assessment tool, rate the risks on Using the risk assessment tool, rate the risks on Using the risk assessment tool, rate the risks on Using the risk assessment tool, rate the risks on the scale of impact vs likelihood (no risk, low, the scale of impact vs likelihood (no risk, low, the scale of impact vs likelihood (no risk, low, the scale of impact vs likelihood (no risk, low, medium or high)? medium or high)? medium or high)? medium or high)?

Based on your assessment of the risks, what Based on your assessment of the risks, what Based on your assessment of the risks, what Based on your assessment of the risks, what course of action should the chapter take (avoid, course of action should the chapter take (avoid, course of action should the chapter take (avoid, course of action should the chapter take (avoid, transfer, mitigate or accept)? Describe. transfer, mitigate or accept)? Describe. transfer, mitigate or accept)? Describe. transfer, mitigate or accept)? Describe.

34 35 module 6 module 6

Fraternity Matters “I have always felt that Our Fraternity Means… everyone in PSE is my A Place to ______brother or sister, and I A Diverse ______want to make sure that An Innovative ______feeling continues.” A Professional ______Steve Rogers Gamma Iota-Moorhead ‘98 Fraternity = Family Past National President, They say your network is your net worth. If that is true, then all members NEF Board of Trustees, of our Fraternity are wealthy indeed. Corporate Partner, PSE NEF Legacy Club Member Background r • Greek letter organizations have been around since ______• Pioneered the way for change and growth • Significant impact on how we function within society today

Etymology The English word “fraternity” is derived from the Latin word frater, meaning ______. Types of Fraternities Over time, four categories of college fraternities have emerged: 1. Professional Fraternity Module 26 2. Social Fraternity 3. Honor Society 4. Recognition Society PlanningWhy Fraternity?& Goal-Setting ` DISCUSSION

Discuss the following questions with your team, and write out the MODULEMODULE CONTENT CONTENT MODULE OBJECTIVE answers in your workbook: • Fraternity• Strategy Matters At the end of this module, you should be able to • Essential• Planning Elements • Describe whythe meaning Fraternity of matters a strategic to you plan as an individual What other organizations/clubs/teams have you been a member of? • Building• Projects on the Principles • Recognize the importanceessential elements of the planning of our Fraternity process ______• Action • Use athe framework Principles for as implementing a foundation for strategic your career projects ______• Create an action plan for your role as an officer

What has your experience been with these groups? • Greatest benefit:______• Greatest challenge: ______more text How is PSE differnt from these groups? ______

37 module 6 Statement of Purpose Why we exist Initiation The Fraternity adheres to these six purposes as they are the reasons for its existence: Our ritual, the Initiation Ceremony, is the foundation of what Pi Sigma Epsilon stands for and believes. It shows us the values of the • To create a collegiate organization of students who are interested in the advancement of marketing, sales and management as a career and a profession; organization, and it shares with us the thoughts of our Founders when they established the Fraternity. Initiation is, in a sense, how we become • To promote the study of marketing, sales and management in colleges and universities; family. • To bring together academically qualified students who express a desire to enter the fields of professional marketing, sales and management; Members begin their professional journey by taking the Pi Sigma Epsilon • To encourage in colleges and universities the establishing of courses preparing students for careers in professional marketing, sales and management; oath, which inspires and motivates. It holds lifelong meaning and inspiration for both professional and personal life. • To stimulate improved methods and techniques in the fields of marketing, sales and management; The oath contains a valuable message motivating new members with a • To instill in its members the highest possible ethical standards in selling. challenge for the future and a reminder of their continued commitment. The ceremony is conducted with dignity as the PSE Principles take on Creed newer and greater meaning.

I believe in the honor, value, and productivity of the Marketing and Selling Profession. The Manual of the Ritual contains the detailed execution of the Initiation “The life-time friendships I will be honorable, sincere, and loyal in all relations with my Fraternity, my college, my Ceremony which has remained virtually the same since it was written created through PSE business, and the people I serve. during the winter of 1952! events, networking, and I fully realize that my rewards, whatever they may be, evolve from my service to others learning, are priceless— under the guidance and help of God. making PSE clearly MY I say these words with sincerity: DISCUSSION Discuss the following questions with your team, and write out the business advantage for • that I will endeavor to live by the Principles of Pi Sigma Epsilon; LIFE!” • that I value and revere the honor of our fellowship; answers in your workbook. • that I will endeavor to so build myself and so conduct myself What stands out to you about the PSE Fraternity? ______Ron Poff • that I will bring honor to my Fraternity and to my profession. ______National Council Secretary ______Mission ______

The mission of Pi Sigma Epsilon is to develop the sales and marketing skills of its members How will you express the Principles in your day-to-day life? through lifelong opportunities. ______Principles ______

What unique value do you bring to PSE as a member of the fraternity? ______

38 39 module 6 1. log into the pse member portal Building on the Principles Creating Go to pse.org and hover over the “membership” tab to find the link to the member portal. “I have spent over two Continuing a Legacy decades in Sales & The PSE Principles apply, not only to collegiate life, but to life at large, your Marketing—including into your professional career and beyond. as a recruiter of Sales • PSE is built on its founding Principles 2. Select Become a member link professionals for two • These Principles permeate everything we do member Follow the prompts to create a member account (i.e. enter your major corporations. • Our Legacy is founded on those same principles name, address, phone, etc.). Use a non-.edu email to set up your Without question, some account. of the best and talented How will you apply these principles in your career? profile individuals I have not only ______3. membership type met, but have also hired, New members can either select the “Student New Member” type were PSE members.” How will the Principles contribute to your legacy? and paying ($125) or the “Life Member Student” type ($445). New members should then pay their join fees individually via credit/debit card or Micheal Cheatham ______by entering their bank account info. (Please note that a 3% payment National Council membership processing fee is automatically added to ALL payment methods.) Professional Vice President, PSE NEF Legacy Club ACTIVITY: Building a Legacy Write your legacy statement. dues 4. Upload a resume Instructions After logging into the member portal, find theCareer Center and 1. Generate Ideas click on Manage My Resumes. a. What are all the possible ways you could leave a great legacy? b. Which ideas can you combine? Click Create New Resume and Choose File to upload a PDF version c. How do you really want to be known? of your resume. (It is required that you give your resume a name.) 2. Create the Statement a. Select the ideas that appeal to you the most. Check the box Is Active to ensure that our corporate partners can b. Create a short, succinct statement of what your legacy will be. find your info and then click theSave button.

______BENEFITS OF THE MEMBER PORTAL

Web Activity In the Career Center, you can look for jobs that have been posted by Update your resume to include Pi Sigma Epsilon (PSE) as a professional our corporate partners! affiliation! Register for events such as the fall Regional Conferences and spring Add Pi Sigma Epsilon to your LinkedIn profile. National Convention.

Add permanent contact info to continue receiving PSE news and communications after graduation.

If you have any questions about registering as a Pi Sigma Epsilon member in the Member Portal, please contact [email protected] or call 414-328-1952.

40 41 Her Advice: Remember that you have a PSE family of other members that can help you with anything. Whether it is HERE’S WHAT SOME OF a chapter project or even a homework assignment, take OUR MEMBERS SAY: advantage of having your chapter members there for you. Get to know the members outside of your friend group to “My advice is to attend every PSE expand your network. Use those skills to meet people from event and get involved in each other chapters at the national events. competition, roundtable, and networking session. The people KRISTIN PEARSON you meet, experience you gain, and PSE Member Since 2010 information you learn is priceless and sets you up for success Her Advice: PSE corporate partners are some of the best personally and professionally.” companies to start your career and they are looking to hire -Kiersten Photiades, Bryant University you. Our partners are available for you to engage with on a campus level, at our regional conferences, and at the “Approach the opportunities in PSE national convention. Participate in the competitions, the with a ‘yes man’ attitude- go to Congratulations on completing the awards and scholarship programs, and introduce yourself convention, work on projects, and to each of them at the career fair. If you participate fully in build relationships. You get out of Pi Sigma Epsilon New Member Orientation! these events, you will stand out and be on the road to an your experience what you put in, so SUSIE BLOMQUIST amazing career. take advantage of everything this Headquarters Staff Since 2013 organization offers.” PSE Headquarters Contact Information: -Marilyn Zubak, University of Miami Her Advice: Remember that your relationship with PSE exists outside of just your chapter. Attending Regionals and Phone “The more you put yourself in 414-328-1952 Nationals allows you to experience another side to being uncomfortable situations, the a PSE member that includes: meeting current and past more you feel comfortable being members from across the country, networking with our many uncomfortable. Joining Pi Sigma Email partners, and participating in competitions. Whether you Epsilon gave me real world [email protected] are looking to develop your professional skills, find a job/ experience, which allowed me to internship, or simply meet new people, participating in PSE secure multiple internships and a GABRIELLE WILLIAMS Address beyond only at the chapter level will fulfill all of these desires! full-time position before my last PSE Member Since 2008 year of school.” 5217 S 51st St. -Brock Offerdahl, University of Greenfield, WI 53220 Her Advice: The most successful and inspirational event Wisconsin-Eau Claire PSE has is the National Convention. It should be a priority for every member of PSE to go. It is a whole week dedicated “Learn something with every to education and developing skills for your future. From conversation you have. Try an sales competitions and networking events to meeting life- event at a competition that you long friends, it is an experience you need to have. don’t think you can do.” -Sam Mischio, Carthage College ZENITA HILL Headquarters Staff Since 2015 “The best way to have an incredible experience in PSE is to dive in head first with your involvement within His Advice: Always remember why you joined Pi Sigma your chapter. In the 3 years that I Epsilon and allow your goals and aspirations as a member have been in PSE, I have noticed be the foundation that drives you to be an outstanding that the members who put the business leader, both in PSE and the business world. You most in are the ones who get the will develop yourself personally and professionally by most beneficial experience.” investing in yourself and being deeply involved within your -Alex Edinger, University of Toledo chapter’s committees, projects, and/or leadership. This JONATHAN TOLENTINO will set you apart from the competition and will be your PSE Member Since 2015 BUSINESS ADVANTAGE FOR LIFE. ETA LAMBDA GAMMA KAPPA

GAMMA GAMMA ALPHA OMEGA

ETA THETA DELTA RHO ZETA SIGMA

ZETA EPSILON

GAMMA PHI GAMMA ZETA

GAMMA XI DELTA OMEGA EPSILON DELTA

ALPHA BETA ZETA XI

EPSILON RHO

ALPHA BETA

GAMMA XI

GAMMA EPSILON

GAMMA ZETA GAMMA KAPPA