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Pg. 12 2 017 TOP UNIVERSITIES FOR PROFESSIONAL GrowthPlay is a SALES EDUCATION sales effectiveness firm The most comprehensive listing of graduate that partners with its clients to ensure consistent and undergraduate sales education offerings. execution of their business strategies at the point of sale.

We bring together a powerful combination of sales performance offerings Pg. 1 Pg. 30 that align and enable customer organizations to achieve their revenue goals. Letter from the Editor Become a Sales Professor Sales processes are changing Dawn Deeter-Schmelz, USCA as technology and social media President, explores Ph.D. We focus on consulting, training and technology solutions to elevate sales advance. programs in Sales. performance and drive profitable growth. Pg. 2 Pg. 32 The Future of Selling 2017 Digitally Morphing We’re built on the foundations of sales industry leaders - Dan Weinfurter, GrowthPlay Sales Curriculum CEO, on how selling will be Dr. Howard Dover shares Force Management, Chally Group, Incite Sales, Akina and Law Leaders Lab. different going forward. how UT Dallas is morphing their curriculum. Pg. 6 GrowthPlay provides a tailored approach and a breadth of offerings that The Future Meets the Pg. 34 activate change at both the organizational and individual levels and deliver College Classroom Finding Top Talent—First lasting, measurable results. Emerging trends in sales Deirdre Jones, M.B.A., provides education from Ellen Bolman insights on “first of its kind” Pullins, Ph.D. sales competition.

Pg. 8 Pg. 36 Learn how our clients are breaking sales records. Neil Rackham Grants University Sales Make an Impact Competitions Schedule a call today. Jason Jordan explores Unique events showcase the Chicken and Egg of top collegiate talent. Sales Research. Pg. 41 Pg. 29 New Ways to Collaborate 800.254.5995 | [email protected] | growthplay.com Pi Sigma Epsilon Corporations and Universities ® PSE and Pro-Am Sell-a-Thon have unique opportunities. offer many opportunities.

ISSUE 11 2017 thanks the members From the Editor of our board who continue to provide insight and THE FOCUS OF OUR 11TH EDITION ANNUAL EXPLORES OVER 15,700students from support for our efforts. OVER $126,000 HOW THE SALES PROCESS IS CHANGING AND HOW contributed to research, sales-related universities have participated + SALESFORCES WILL NEED TO BE TRAINED TO ADAPT EXECUTIVE BOARD events, workshops, and scholarships in Career Development Program 90 Sally Stevens TO SATISFY THE NEEDS OF INCREASINGLY SAVVY BUYERS. Executive Director MORE UNIVERSITY SALES PROGRAMS ARE EVOLVING Sally C. Stevens SEF Co-Founder Executive Director, THE CURRICULA TO INCORPORATE TECHNOLOGY AND Dick Canada The SEF Sales Indiana University Education Annual SOCIAL MEDIA AS TOOLS TO IDENTIFY NEEDS AND BUILD Jon M. Hawes 17sales educators certified for Career Development Program SOLUTIONS FOR NEW AND EXISTING CUSTOMERS. Indiana State University (retired) Mike Jenkins Throughout the past ten years our goals have remained constant as we strive AT&T Global Business Solutions to elevate the profession of Sales. They are: Jason Jordan

UNIVERSITIES OVER $26,000 Vantage Point Performance utilized the Career given in support of sales research and • PROVIDE RESOURCES FOR UNIVERSITIES that want to teach 51 Connie Resendes Development Program sales-related events/conferences professional selling, enabling them to start a program Morningstar, Inc. • ENCOURAGE NEW PhD CANDIDATES TO RESEARCH and ultimately Jack Rhodes participated in free career assessments University of Washington teach professional selling by providing data and support +3,700 from our Career Development Program Howard Stevens • INCREASE THE NUMBER OF STUDENTS seeking a sales curriculum SEF Co-Founder

• DEVELOP RECOGNIZED SPECIALIZATIONS WITHIN THE SALES ARENA ADVISORY BOARD • STRENGTHEN RELATIONS BETWEEN INDUSTRY AND ACADEMIA Leff Bonney Florida State University by increasing awareness through program support. Mike Kunkle THANK YOU FROM SEF We thank the professors and the administrations of the universities teaching Brainshark, Inc. Jimmy Peltier A SPECIAL WORD OF THANKS TO THOSE LISTED BELOW WHO SUPPORTED SEF IN THE PAST YEAR. professional selling, and we thank the sponsoring companies. Through their University of Wisconsin Whitewater vision, dedication, and support, sales education has gained traction. Candidates BALL STATE UNIVERSITY UNIVERSITY OF TOLEDO DR. HOWARD DOVER, Robert Peterson H.H. GREGG CENTER FOR EDWARD H. SCHMIDT SCHOOL UNIVERSITY OF TEXAS AT DALLAS from these programs are more prepared to align with their initial sales roles Northern Illinois University PROFESSIONAL SELLING OF PROFESSIONAL SALES ELLEN BOLMAN PULLINS, PH.D, and to compete in the ever-changing global economy. Ellen Pullins INDIANA UNIVERSITY UNIVERSITY OF WASHINGTON UNIVERSITY OF TOLEDO University of Toledo KELLEY SCHOOL OF BUSINESS FOSTER SCHOOL OF BUSINESS JASON JORDAN, CENTER FOR GLOBAL SALES LEADERSHIP PROFESSIONAL SALES PROGRAM David Roberts VANTAGE POINT PERFORMANCE University of North Carolina KANSAS STATE UNIVERSITY WEBER STATE UNIVERSITY MR. & MRS. JON HAWES NATIONAL STRATEGIC SELLING INSTITUTE ALAN E. HALL CENTER Cindy D. Rowland FOR SALES EXCELLENCE MR. & MRS. HOWARD STEVENS KENNESAW STATE UNIVERSITY SALLY C. STEVENS Merrill Lynch Wealth Management FOUNDATION, INC. UNIVERSITY OF PORTSMOUTH, UK NEIL RACKHAM, RACKHAM FOUNDATION, LTD. Lee B. Salz UNIVERSITY OF CENTRAL FLORIDA CHALLY GROUP, A GROWTHPLAY COMPANY NEWS-PRESS & GAZETTE COMPANY Sales Architects | PROFESSIONAL SELLING PROGRAM DAN WEINFURTER, CEO, GROWTHPLAY PI SIGMA EPSILON (PSE) The Revenue Accelerator UNIVERSITY OF DAYTON NATIONAL SALES & MARKETING FRATERNITY DAWN DEETER-SCHMELZ, USCA PRESIDENT Jane Sojka FIORE TALARICO CENTER University of Cincinnati FOR PROFESSIONAL SELLING DEIRDRE JONES, UNIVERSITY OF TOLEDO Rosann Spiro Indiana University, Professor Emeritus

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Be a part of it http://bit.ly/SEFonFBook www.salesfoundation.org The Sales Education Foundation is a component fund http://bit.ly/LinkSEF of The Dayton Foundation, a 501(c)(3) public charity.

LETTER FROM THE EDITOR 1 WHILE THERE IS MUCH TO REPORT ON THAT requirements based on products or services, size and IS ENCOURAGING AND EXCITING IN THE sophistication of the prospect organization, and still others WORLD OF PROFESSIONAL SALES, IT STILL to work the channel. The Future of REMAINS A FACT THERE IS MUCH TO DO TO The multiple roles that exist in today’s sales organization Four ways that selling will ELEVATE THE PROFESSION OF SELLING TO do provide career opportunities for many different types be different going forward. BE EQUAL IN STATUS, IMPORTANCE AND of skill sets, yet the rigidity that exists in some organizations Based on insights from RIGOR TO THAT OF OTHER DISCIPLINES SUCH does limit the learning that might otherwise occur when someone is exposed to a wider set of situations and Daniel J Weinfurter AS FINANCE, ENGINEERING OR MARKETING. Selling 2017– different types of customers and customer needs. As evidence of this, most surveys show that fully a third to a half of all sales professionals in the US did not make INCREASED HIRING RIGOR SUPPORT WHAT IS ESTABLISHED AND EMBRACE WHAT IS EMERGING quota in 2016, and overall, sales organizations on average Based on the historical tendency to fail to apply the achieved 80% of their plan. I think we all know the impact rigor and discipline the sales recruitment process of a 20% revenue miss at the enterprise level. Turnover deserves and the resultant pain that comes from this, continues at rates exceeding 25% per annum, meaning as well as the recognition that the many different sales a typical company replaces their entire sales force every roles require different sales skills as well as different four years (or more likely, replaces some subset of the behavioral competencies, it should come as no surprise company each year, every year). Yet, despite these that most companies are working on establishing statistics, and despite some pundits talking about the enhanced approaches for building sales teams. These death of the salesman, selling in 2017 remains the principal processes recognize that the skill set for reacting to method in which many to most organizations execute inbound leads is quite a bit different than the skills their business strategy. There are however, some trends required for someone who has to do outbound calling. emerging on how selling going forward will be different. Further, firms are finally recognizing that each sales role in each company is different. Sure there are some ROLE SPECIALIZATION similarities between firms and industries. Everyone knows It was not that long ago when most organizations had that there are differences between the makeup of hunters essentially one selling role. Promotions were granted and farmers, and that some roles in a sales organization based on tenure and success, as a person could move require more of a hunter orientation, and some require from an Account Representative to a Senior Account a farming mentality. Most understand the difference Representative to a Strategic Account Manager, but the between a transaction sale and a consultative sales role. role itself was quite similar. The cultivation of leads was But more recently, many firms have begun to consider the the salesperson’s responsibility; they took a list and deeper, but important subtleties that impact success in figured out a way to get a meeting or to somehow a role. The nature of the product or service impacts the engage someone at the prospect company to begin fit for the role, as does the size and sophistication of the the conversation. Marketing’s role in supporting the customers they will be calling on. salesforce was to create thought leadership pieces and sales collateral that could be used during the The functional role of the prospect also matters; for selling process. example, you need a different competency orientation if you are calling on IT vs HR or Finance vs Marketing Today, many organizations have rethought the go to decision makers. These nuances have begun to be spelled market structure in its entirety. It is far beyond inside and out in hiring profiles. Further, sales leaders are beginning outside sales. Today’s organizations often have significant to understand that the stage a company is in, i.e., early granularity in both inside and outside roles. For example, stage, growth, or mature, dramatically impacts the type inside sales may consist of three or four different types of person who is likely to be successful in a role, and of professionals, including individuals whose role is very these differences are being spelled out in the position specific—limited to reacting to inbound web site hits, descriptions as well. others that only make outbound calls and still others that only set appointments for the outside team. Outside Additionally, to improve the odds of hiring success, firms roles have evolved considerably as well, reacting to are increasingly making use of predictive assessments

2 SALES EDUCATION FOUNDATION THE FUTURE OF SELLING 2017 3 SALES SPECIALTY MAP in a way that resonates with the buyer both from a business and personal perspective. Not an easy task.

DEMAND GENERATION Outside: Field Sales Inside: Telesales/Mktg. When I first started as a sales representative for GE, I was given a Customer Service defined geographic territory, a phone book, and a phone—along Indirect Sales Direct Sales with the encouraging words “good luck to you” from my sales manager. But in that day, it was indeed possible for a determined individual to work the phone hard enough to get enough meetings such that over time, you Full Line Full Specialized Products/Services could fill your calendar with sufficient numbers of meetings and build a pipeline that could result in meeting or exceeding quota. Indirect Sales

Major Account Territory Today, with the death of land lines and the near ubiquitous presence of caller ID, it is VERY difficult for a sales person to cold call his or her way to success. Instead, successful organizations use a combination of demand Strategic generation techniques coupled with individuals who have the capability Account System Product/Service Product/ Hunter Specialist Specialist Transactional to leverage social networks to get introduced to individuals and firms who Specialist might have needs related to the product or service of the vendor firm. Farmer New Business Account Some people are quite good at this, having worked very hard to build the Development Management (Hunter) (Farmer) kind of network that can be leveraged for gaining introductions that work Other for the product or service they sell. Most sales people who are skilled at networking recognize the reciprocal nature of this; they must be willing Territory Territory Consultive Relationship Outbound Inbound Customer to provide introductions back to others who would benefit from them. System Sales Product Sales Service In terms of demand generation, this is a rapidly emerging field that uses a variety of channels, both digital and traditional, to try to engage OLD STEREOTYPES during the hiring process. This has long been common customized to the buyer’s specific issues and challenges. prospects to learn more about a vendor’s product or service. practice for executive roles, and tests have been used for Today’s buyers are more digitally engaged than ever OF SALESPEOPLE many years for determining the level of skill that a person before. They are leveraging social networks and online Demand generation tactics can include digital advertising, SEO marketing, WILL VANISH might have in a given discipline. Many firms are now sites to both find unique solutions to issues they know targeted email and snail mail campaigns, webinars, speaking events, coupling skill checking tools along with assessments that they have and to find vendors who can deliver. This ad retargeting, and even the mailing of specific items to a prospect to provide insight into some of the hard wired behavioral requires a granular focus into how buyers are engaging attempt to engage him or her in your product or service. To do this all DNA that makes up each person’s natural resting state digitally, and then have sellers who are able to use this correctly requires significant expertise on the use, timing and appropriate inclinations. Used as part of a comprehensive process, understanding as a jumping off point for a face to face methodology that are likely to generate the best return. The goal ultimately many firms have discovered using conversation. is to turn over qualified leads for the sales force to pursue and hopefully assessments improve the likelihood to close, meaning the capability and skill of the sales organization remains of placing individuals into specific The net of all this is that the skills required of today’s the critical success factor in driving revenue growth, even with newer tactics sales roles that they are well suited for. successful salesperson have been amplified. Product such as demand generation deployed in a highly evolved fashion. and industry knowledge must be at a reasonably high INCREASED FOCUS ON level, as this is a prerequisite to aligning your product or There have been studies that suggest the number of individuals who will UNDERSTANDING CUSTOMER ISSUES service to actually solve the issue a buyer faces. But the enjoy a career in sales is on the decline. We do not subscribe to this theory. successful salesperson of today must increasingly possess We recognize that the role of sales professionals will change, and a career The notion of arriving at a better understanding of skills common to the consulting profession. This means path will not be the same as in the past. Increasingly, formal university sales what customers really want is not new. Going back the seller must be able to determine where a potential education and talent will be highly valued, and the old stereotypes of some 30 years to the thinking around the concept customer is on the purchase journey, and then come to gregarious and back-slapping as the models of successful sales people of the Trusted Advisor and continuing more recently a deep understanding of issues impacting each specific will vanish. We can’t help thinking this cannot happen soon enough. with concepts such as Insight Selling and Challenger customer or prospect through highly effective discovery, Selling, we see an increased focus on the desire to which necessitates great business acumen, analytical Daniel J Weinfurter equip sales organizations to be able to have the right CEO, GrowthPlay capability, both through research and through face-to-face type of conversation with prospects and clients­—and discovery skills. Then the real talent is to be able to craft to do this in a way that improves a potential buyer’s the story about how your product or service solves the ability to understand the value message that is inherent customer issue in a way that is both different and better, in a firm’s product or service offering—of course

4 SALES EDUCATION FOUNDATION THE FUTURE OF SELLING 2017 CONTINUED 5 A SMALL GROUP OF GRADUATE STUDENTS Columbia Institute of Technology offers a similar course active learning exercises and strategies to adapt in REPRESENTING FIVE COUNTRIES HUDDLE where students make ‘data-driven decisions’ using CRM uncertain circumstances, with a goal of making good THE FUTURE OF data and evaluate Salesforce dashboards. decisions when the situation is constantly changing. In TOGETHER IN A CLASSROOM IN KUOPIO, FINLAND self-directed learning, students diagnose skill deficiencies, PROFESSIONAL COMPLETING A CASE-BASED ROLE PLAY ON BCIT Students earn a credential as a HootSuite Certified identify resources, create a plan with evaluation to achieve CHALLENGER SELLING. MEANWHILE, A GROUP OF Professional. the new skill, and work with a mentor. This way, students are UNDERGRADUATE STUDENTS IN TOLEDO, OHIO able to assess their own learning deficiencies and come up SELLING MEETS 2. SOCIAL SELLING with a plan to acquire future skills. In a constantly changing RECORD THEIR TEAM SELLING ROLE PLAY USING Social media has permeated every aspect of modern environment, skills that can help students continue to learn IPADS AND A VIDEO-CONFERENCING, ONLINE life, including sales. Many sales programs help students and grow are crucial. understand responsible, ethical social media use. THE COLLEGE MEETING APPLICATION. IN MILWAUKEE, AS PART OF The University of Dallas has students writing reflection AN ADVANCED SALES CLASS, MORE STUDENTS ARE papers on their own social media use. Other sales THE SELLING PROFESSION HAS SEEN RAPID BUSY SELLING FOR THE MILWAUKEE BUCKS. programs are capitalizing on new media to sell better. CLASSROOM North Dakota State’s CRM class integrates social listening CHANGE AND WE HAVE EVERY REASON TO aspects. Students combine Microsoft Social Listening BELIEVE THAT THIS CHANGE WILL CONTINUE. Students around the world are being exposed to with Dynamics CRM to understand customer perspectives cutting-edge education in professional sales. They and pain points. Other programs teach students how execute quality role plays. They sell actual products to leverage social media for prospecting. Kennesaw With technological advancement, strategic emphasis and services for class. Sales students are hired into B2B State has students working with Sales Navigator in LinkedIn on buying and selling functions, and increased complexity selling internships. They get certified in methods like for prospecting and initial research, while Florida State of product and service solutions, the salesperson of SPIN and Conceptual Selling. They receive authorized teaches analytic-based prospecting. FSU students employ tomorrow will look vastly different. Sales programs training on technologies like Salesforce and LinkedIn. Hoovers Academic, Lexis/Nexis, LinkedIn, Facebook around the world appear to be on target with preparing Universities provide engaged learning, application, and Company websites to develop a prospect list and students for this changing role. At a national sales and networking in many ways. In the college classroom, approach. competition, Jim O’Hara, a sales leader at Goodyear, the future of selling is coming to life through innovative noted “we’ve been so impressed with the students we pedagogy and state-of-the-art curriculum. 3. EMOTIONAL INTELLIGENCE are exposed to at the UT invitational sales competition. Several universities now teach students how to assess They are not just well-prepared for selling today, but the Some of the best advancements in selling happen in and develop Emotional Intelligence. At the University future of the sales profession.” university sales programs. Business schools have been of Toledo, students learn why EI is important and how introducing sales majors and creating curriculum where it might manifest in a sales context. Then, in small groups, Students come out of these programs confident and little existed ten or fifteen years ago. This expansion has students write brief customer profiles to demonstrate an committed to the profession. Recent graduate, Jake led an increase in interest by faculty in researching sales. example of customer emotions. They take turns as buyers Hadley understands the value of his sales education. The result? Beyond just well-prepared, highly demanded and sellers, displaying the emotions and employing “When I did my internship at Therma Tru, I was involved students, university programs offer important insights on strategies to handle the emotions to achieve a positive with research for future initiatives, as well as actual selling. where the profession is heading in the next decade and outcome. According to UT Professor Katy Johnson, Whether I was in NW Ohio on the phone, researching in beyond. According to Andrea Dixon, Executive Director “Unlike some intelligences, emotional intelligence can Texas or Florida, or presenting new ideas, I felt like I was of the Baylor Sales Program, “One of the most important be cultivated. I believe this is an area where universities well prepared by my sales classes. I know I am ready for things we do is keep our pulse on the changing sales may be getting in front of practice, helping students my next step as a Relationship Manager with Tom James.” field and how go-to-market strategies are changing in gain competitive advantage by giving them a unique Well-developed graduates, like Jake, are ready to tackle industry. It’s our job to work with partners and research competency that will serve well in future sales roles.” the changing field. the profession, so that we can truly make a difference in our students’ preparation—their education, development 4. CROSS-CULTURAL AND DIVERSITY As university sales programs educate these future and mindset.” A number of European sales schools focus on international salespeople, they also develop the future of sales. selling, even offering a masters of international sales Based on a brief survey included with the recent SEF management at the University of Eastern Finland. In the University Sales Program listing update, below are five U.S., schools are starting to incorporate more international trends that emerge across 100 responses. To provide a and diversity perspectives. Florida International University ADDITIONAL TRENDS WE FOUND: flavor for how these are taught, a few examples of what and University of Texas Arlington programs incorporate a the sales programs are doing are included. bilingual component, along with the cultural aspects that • Selling to Technical Buyers and C-level Suite go along with selling in a Spanish-speaking environment. • Category Management 1. BUSINESS ANALYTICS FIU offers a personal selling class primarily in Spanish. UTA One of the more recent trends in sales curriculum has students complete a role play where the potential buyer • Inside Sales been to build in a strong emphasis on business analytics. has bilingual fluency. Within a team, students fluent in both • Team Selling Ellen Bolman Pullins, Ph.D. The Sales Analytics course at University of Minnesota languages take the lead, making final presentations to the • Corporate Responsibility, Sustainability, Schmidt Research Professor in Duluth uses real databases (e.g., from companies buyer in both languages. Ethics and Servant Leadership of Sales & Sales Management like Hormel) to analyze real sales data, make category and Professor of Marketing, management suggestions, forecast, and plan how to sell 5. CONTINUOUS CHANGE University of Toledo customers on promos. It’s taught with an emphasis on Bryant University prepares students for continuous change case analysis, assignments and in-class activities to assure by training adaptability and using self-directed learning students develop the actual skills of analytics. British projects. They develop adaptability through improvisation,

6 SALES EDUCATION FOUNDATION THE FUTURE OF PROFESSIONAL SELLING MEETS THE COLLEGE CLASSROOM 7 or those of you outside of academia, there’s NEIL RACKHAM RESEARCH a virtuous cycle that sustains academic advancement, but it also makes it difficult to launch new areas of study. To become an educator in your chosen field of study (say… sales), you must GRANTS MAKE AN IMPACT conduct and publish research in that discipline. But to conduct and publish research in that discipline, By Jason Jordan, Partner, Vantage Point Performance you effectively must be an educator in that field THE CHICKEN AND EGG OF SALES RESEARCH of study. So to become a professor of sales, you need to publish sales research. But to publish sales research, you need to be a professor of sales. WHEN THE SALES EDUCATION FOUNDATION Chicken, meet egg. BEGAN A DECADE AGO WITH THE MISSION TO VASTLY EXPAND SALES EDUCATION IN OUR COLLEGES AND Therefore, one of the early priorities of the UNIVERSITIES, ONE CRITICAL OBJECTIVE WAS CLEAR: SEF was to promote sales research in colleges and universities to raise the visibility of sales and We needed to enable more sales educators establish it as a viable academic discipline. But in our colleges and universities. Until more to accomplish that we would need to inject some professors were willing and able to teach sales, ‘enthusiasm’ for sales into this virtuous cycle for there could be no increase in sales education. professorship and publishing to blossom. Chicken and egg, meet famed sales researcher Neil Rackham.

SEF/NEIL RACKHAM RESEARCH GRANTS In 2010, Neil volunteered to sponsor a grant program to encourage high-quality academic research in the discipline of sales. The SEF and Neil collaborated to establish a process for selecting researchers and projects that would further this cause, and in 2011 the first individual grants were awarded. Overall, the SEF has been privileged to disburse $70,000 in support of 14 academic research projects in the areas of sales and sales management. (To learn more about these grants, please visit the Sales Research section of our website, salesfoundation.org.)

These grants were true ‘investments’ in the future, since the academic research and publishing process can be long and challenging. But as we approach the 7th year of this effort, we have begun to see the payoff from those investments. To date, several SEF supported research projects have been published in various academic journals­—the ultimate recognition of superior academic research. We are proud to highlight four early contributions to the body of sales research and to share some of the findings that resulted from the efforts.

8 SALES EDUCATION FOUNDATION NEIL RACKHAM RESEARCH GRANTS MAKE AN IMPACT 9 2011 RECIPIENTS: 2011 RECIPIENT: 2013 RECIPIENTS: 2013 RECIPIENT: ZACHARY HALL, MICHAEL AHEARNE, HARISH SUJAN BETH ROGERS NICK PANAGOPOULOS, ADAM RAPP CRAIG CHAPMAN, JEFFREY BOICHUK, THOMAS The Importance of Starting Right: The Influence of Closing the Sales Skills Gap with Outsourcing Adaptive Sales Capabilities and Sales Performance STEENBURGH, MICHAEL AHEARNE Accurate Intuition on Performance in Salesperson– Real Earnings Management in Sales Customer Interactions The outsourcing of business functions has been Everyone would agree that the marketplace in a well-practiced strategy for decades. When which salespeople work is becoming increasingly ‘Real Earnings Management’ (REM) might be a When salespeople interact face-to-face with corporate functions become too costly, difficult to complex. To succeed in such an environment, new term to many sales leaders, but the behavior potential buyers, the sellers make two types of resource, or slow to change, companies often turn to sellers must possess the ability to adapt to new is not. When c-level executives want to avoid an judgments: 1) those that are intuitive, and 2) those outsourcing to bring those functions back in line with environments and continually develop relevant unfavorable earnings report, they often ask the that are deliberative. In this research project, organizational expectations and needs. But what skills and capabilities. Possessing such ‘adaptive sales force to take immediate corrective actions like Hall, Ahearne, and Sujan examined each of these about the sales function? sales capabilities’ allows salespeople to quickly reducing business travel, cutting training expenses, methods of judging buyers to determine how evaluate the changing marketplace, respond to raising prices, or pushing products. That’s Real In this study, Beth Rogers examines the practicality a salesperson’s ability to make more accurate new customer needs, and tailor solutions that outwit Earnings Management. of outsourcing sales. Data suggests that only 11% of assessments influences the seller’s performance. competitors. companies were outsourcing any sales or marketing One question that Chapman, Boichuk, Steenburgh, Their results revealed that making accurate activity in 2012, partly because of a concern by Panagopoulos and Rapp explore three specific and Ahearne ask in this research is: What impact “intuitive” judgments improves sales performance sales directors that there is a risk of losing control adaptive sales capabilities: 1) Vigilant market does REM have on the sales force and vice versa? by helping salespeople select the most appropriate of the customer experience. However, advocates learning, or the ability to perceive market changes, One discovery was that companies are more prone sales strategies. Good intuition not only helps of outsourcing argue the exact opposite – that 2) Adaptive experimentation, or the ability to to engage in such behaviors if its salespeople increase the effectiveness of the sellers’ efforts, it outsourcing actually “reduces” risks because the learn from on-the-job experiences, and 3) Open receive cash-based incentives. They also found also reduces the amount of selling time, resulting outsourcing vendors focus exclusively on the quality marketing, or the ability to collaborate with that sales leadership in those companies are more in improved sales efficiency. However, sales of the sales effort. marketplace partners. likely to take steps to circumvent the inevitable cost- performance can decrease when good intuition is cutting mandate – like frontloading sales related Regardless, there appears to be a trend toward Their research shows that not only are these followed by inaccurate “deliberative” judgments. expenses earlier in the year to preempt the request. greater sales outsourcing. Between 2010 and capabilities important for sales success, they Sound familiar? So if you want to make good assertions about your 2014, the number of registered sales outsourcing become even more important as the sales sellers and improve your sales performance, you vendors in the UK increased from 187 to 517, and environment increases in complexity. Therefore, Interestingly, the team also found evidence that need to succeed at both. Their research revealed there are success stories stretching from Japan to sales leadership should take steps to foster and companies engaging in Real Earnings Management that intuitive judgement is improved when sellers North America, and from pharmaceuticals to coffee develop these capabilities by evaluating their realized negative stock market returns in the year have domain-specific experience, are similar to machines. Time will tell whether the trend continues team’s adaptive sales capabilities and bolstering following the study. Did the REM behaviors lead their customers, and have empathy for the buyers. and sales outsourcing becomes as common as it is in them where needed. In a complex world, to poor performance, or did impending poor Deliberative intuition improves when sellers employ other organizational functions. Stay tuned. salespeople must adapt or die. performance necessitate REM behaviors? Chicken, good listening skills and orient themselves from you remember the egg. the customer’s perspective. Do both well, and (Continued on page 28) you win big.

To read more about each recipient’s research, visit SEF website Sales Research page: http://salesfoundation.org/get-involved/sales-research/

10 SALES EDUCATION FOUNDATION NEIL RACKHAM RESEARCH GRANTS MAKE AN IMPACT CONTINUED 11 2017 TOP UNIVERSITIES FOR PROFESSIONAL SALES EDUCATION

TOP NORTH AMERICAN SALES SCHOOLS: Online CourseSpecialty CRMArea Sales InternshipTotal Faculty Required%of Job PlacementHas a Sales Lab Online CourseSpecialty CRMArea Sales InternshipTotal Faculty Required%of Job PlacementHas a Sales Lab Online CourseSpecialty CRMArea Sales InternshipTotal Faculty Required%of Job PlacementHas a Sales Lab

Appalachian State University 4 Northern Arizona University 2 University of Southern Mississippi, The 2

Arizona State University 4 Northern Illinois University 6 100 University of Texas at Arlington 5

Arkansas State University 4 100 Northwest University 3 85 University of Texas at Dallas 4 95 Auburn University 4 95 Nova Southeastern University 8 University of Toledo 8 98

Aurora University 3 95 Ohio University 7 100 University of Washington 3 90

Ball State University 5 95 Plymouth State University 4 University of Wisconsin–Eau Claire 1 100

Baylor University 5 100 Purdue University 14 99.5 University of Wisconsin Oshkosh 1

Bloomsburg University of Pennsylvania 3.5 95 Purdue University Northwest 1 University of Wisconsin–Parkside 2 100 Bowling Green State University 3 Salisbury University 3 University of Wisconsin–River Falls 3 95

Bradley University 3 100 Samford University 2 University of Wisconsin–Whitewater 14 100

British Columbia institute of Technology 3 100 Sonoma State University 9 University of Wyoming 3 70

Bryant University 2 Southern New Hampshire University 3 100 Virginia Polytechnic 2 100 Institute and State University Butler University 3 98 Southern University Baton Rouge 6 78 Washington State University– 3 95 California State University, Chico 7 100 St. Ambrose University 4 Vancouver California State University, Fullerton 7 90 St. Catherine University 4 98 Weber State University 20 99 Central Michigan University 5 90 St. Cloud State University 5 100 West Virginia University 5 100

Clemson University 4 100 Stetson University 1 Western Carolina University 4 College of New Jersey, The 2 100 Temple University 6 85 Western Kentucky University 4 Concordia University–St. Paul Texas A&M University 4 Western Michigan University 5 99

DePaul University 17 82 Texas State University 12 95 Widener University 1 95 Douglas College 4 90 The Citadel 5 89 William Patterson University 5 90 Duquesne University 4 91 Tuskegee University 4 85 Winona State University 3 100

Eastern Kentucky University 3 University of Akron 10 100 Xavier University of Louisiana 2 70

Elon University 3 93 University of Alabama 6 100 Ferris State University 13 85 University of Alabama at Birmingham 7 90 Florida International University 5 80 University of Arkansas at Little Rock 2 85

Florida State University 5 100 University of Central Florida 4 100

Georgia Southern University 5 100 University of Central Missouri 2 Georgia State University 3 80 University of Central Oklahoma 6 90 TOP INTERNATIONAL SALES SCHOOLS: Online CourseSpecialty CRMArea Sales InternshipTotal Faculty Required%of Job PlacementHas a Sales Lab High Point University 4 90 University of Cincinnati 12 99

Hodges University 5 University of Connecticut 2 100 Aalen University of Applied Sciences 14.5 90

Husson University 3 100 University of Dallas 1 Anglia Ruskin University Illinois State University 5 99 University of Dayton 8 98 Athens University of Economics & Business 2 50 Indiana State University 3 95 University of Georgia 2 100 Dublin Institute of Technology 80 Indiana University 3 99 University of Houston 11 98 Edinburgh Napier University 3 100 James Madison University 10 100 University of Louisville 3 Eindhoven University of Technology 9 95 Kansas State University 6 100 University of Memphis – ESB Business School Reutlingen 100 Kennesaw State University 5 98 University of Missouri 8 90 University 14

Kent State University 5 99 University of Nebraska at Kearney 100 FHWien–University of Applied Scienes 95 (IDSP) 3 La Salle University 4 80 HAAGA-HELIA University of Applied University of Nebraska at Kearney 24 99 (PBSMP) 2 89 Sciences Louisiana State University 13 100 University of Nebraska at Lincoln 4 100 Justus Liebig University 7 Marquette University 1 University of New Hampshire 1 60 Kristiania University College 11 95 Metropolitan State University of Denver 4 80 University of New Haven, The 2 90 Turku University of Applied Sciences 18 100 Michigan State University 5 100 University of North Alabama 7 100 Universidad de Chile 18 95 Missouri State University 4 90 University of North Carolina 2 90 Universita Bocconi 4 95 Morehouse College 3 83 University of North Carolina at 5 70 University Clermont Auvergne 19 90 Nicholls State University 1 95 Greensboro University of Applied Sciences in University of North Carolina at 2 72 53 93 North Carolina A&T State University 3 100 Wilmington Wiener Neustadt North Dakota State University 2 100 University of North Texas 2 90 University of Portsmouth 6 necessary for success in today’s All students are required to take REQUIREMENTS FOR TOP UNIVERSITY SALES PROGRAM LISTING The Kelley Effect demanding sales environment. The two internships. The Lacy School of THE FOLLOWING UNIVERSITY PROGRAMS PREPARE STUDENTS FOR CAREERS IN Go from moment to momentum. faculty provides multiple role plays, Business is the only business school along with extensive feedback and in the country that requires two PROFESSIONAL SELLING. TO BE LISTED, SALES PROGRAMS MUST: A) OFFER A MINIMUM OF analysis of role plays in order to internships. In September of 2016 build sales skills. the Lacy School was recognized by Bloomberg Business as having THREE SALES-SPECIFIC COURSES; B) RECEIVE ACCREDITATION FROM AN EXTERNAL SOURCE; BRITISH COLUMBIA the top internship program in the INSTITUTE OF TECHNOLOGY country. AND C) HAVE UNIVERSITY RECOGNITION OF THE PROGRAM. bcit.ca Bruce Anthony CALIFORNIA STATE UNIVERSITY, PROGRAMS: [email protected] CHICO Undergraduate: UCE = Certificate UCO = Concentration UEM = Emphasis UMJ = Major UMN = Minor USP = Specialization www.csuchico.edu/salesl Burnaby, BC, Canada, V5G 3H2 Graduate: GE = Graduate Emphasis GF= Graduate Focus GCE= Graduate Certificate 604-451-6765 Timothy Heinze [email protected] Executive: EC = Executive Certificate EF = Executive Focus ET = Executive Training Students: 50 Start Year: 1980 Seufferlein Sales Program Accreditation(s): AACSB Chico, CA 95929-0041 CONNECTING 530-893-3840 AALEN UNIVERSITY OF APPALACHIAN STATE UNIVERSITY Accreditation(s): AACSB, USCA Shawn Green, PhD with corporate COMPETING Program Type(s): UCO professionals Focus Option(s): Entrepreneurship, Students: 180 APPLIED SCIENCES business.appstate.edu Associate Member [email protected] LEARNING in national case Financial Services, Industrial Start Year: 2008 http://www.htw-aalen.de/studium/ Bonnie Guy, Ph.D. Program Type(s): UEM, UMN, ET Dunham School of Business in the Sales and competitions Distribution, Insurance, International Accreditation(s): AACSB, PSE, vu/?lang=en [email protected] Focus Option(s): Entrepreneurship, Aurora, IL 60506 Communications Financial Services, Insurance, Lab Business, Medical/healthcare Sales, USCA full member Arndt Borgmeier Boone, NC 28608 630-844-5527 Medical/healthcare Sales Technology Program Type(s): UCE [email protected] 828-262-7828 Students: 70 The intensity of the program with Focus Option(s): Entrepreneurship, Aalen, Germany 73434 The College of Business opened a Start Year: 2008 Students: 40 the heavy workload, and applicable Financial Services, International ++49 7361 576 2210 new Sales Leadership program. It is Accreditation(s): American Start Year: 2014 sales training results in 70% of the Business Students: 45 a place to not only hone in on sales Marketing Assn. Accreditation(s): AACSB, PSE The Center for Global Sales students employed by the time Operating from new facilities in Start Year: 2000 techniques, but a chance to grow Program Type(s): UMN Program Type(s): UCO, UMN they graduate and the remainder Glenn Hall, the Seufferlein Sales Accreditation(s): GSSI, AQAS, ZEVA relationship building skills. Leadership creates career-defining Focus Option(s): Communication/ The professional selling minor being employed within the next Program offers a wide range of Program Type(s): UMJ, UMN, USP, Broadcast, Entrepreneurship, ATHENS UNIVERSITY OF at AU is designed for students moments for top undergraduate three months. The reputation of the educational and professional GF, ET Insurance, International Business, ECONOMICS AND BUSINESS who are interested in developing students at the Kelley School of program has resulted in students networking opportunities. The Focus Option(s): Communication/ Technology http://www.mbc.aueb.gr/ stronger sales and prospecting coming to the program whose program hosts two internal sales Broadcast Sales, Entrepreneurship, Business. Through innovative sales The mission of the John A. Walker Vlasis Stathakopoulos skills, including tools for motivation parents graduated from the same competitions (Sweet 16 Sales Industrial Distribution, International education and corporate networking College of Business is to deliver [email protected] and effective selling systems. program and of course when they Challenge & Spring 12 Competition) Business, Technology, Purchasing/ transformational educational The minor provides focused opportunities, CGSL turns students’ graduate they come back and hire and one external competition Procurement and Engineering & Athens, Greece 10434 Home of the National Team experiences that prepare and inspire coursework to enhance other a BCIT student because they know (Western States Collegiate Sales Services +302108203433 individual moments into lasting Selling Competition students to be ethical, innovative, business majors or add another the work ethic required to get Competition). The program also Students: 150 career momentum. As a modern educational institution, and engaged business leaders who skill set to a major outside the through the program. offers new courses in Sales Role Start Year: 1996 Aalen University sounds out the positively impact our community, business school. Playing and Customer Relationship needs of the changing region Accreditation(s): GSSI, EFQM Learn more: gokelley.iu.edu/cgsl BRYANT UNIVERSITY both locally and globally. BALL STATE UNIVERSITY Management. and aligns its course offerings to Program Type(s): UCE, GCE, ET http://nisc.bryant.edu/ www.bsu.edu/salescenter current scientific findings, keeps ARIZONA STATE UNIVERSITY Focus Option(s): Communication/ Dr. Stefanie Boyer CALIFORNIA STATE UNIVERSITY, its infrastructure up to the newest https://wpcarey.asu.edu/market- Broadcast, Financial Services, Julie Eiser Accreditation(s): AACSB, USCA BOWLING GREEN UNIVERSITY [email protected] FULLERTON ing-degrees/professional-sales- Industrial Distribution, [email protected] www.CSUFsalesleadership.com state, and sets up progressive full member, PSE, AMA Sales SIG, www.bgsu.edu/business/marketing Smithfield, RI 02917 program International Business emphases. Aalen University is H.H. Gregg Center AMS, GSSI Christine Seiler 401-232-6475, 813-857-1947 Mark Mantey, Director continuously developing its Detra Montoya, Ph.D. The ESSPS Professional Sales for Professional Selling Program Type(s): UCO, UEM, UMJ [email protected] Students: 40 [email protected] international relationships in [email protected] Certificate Program is designed Muncie, IN 47306 The oldest collegiate sales center Bowling Green, OH 43403 Start Year: 2013 Fullerton, CA 92834 business and technology. Students to provide sales representatives 765-285-5136 Tempe, AZ 85287 in the nation, Baylor’s Center for 419-372-7269 Accreditation(s): AACSB, GSSI, PSE 805-455-3920 are encouraged to complete 480-965-6325 and other team members who Students: 250 Professional Selling prepares Students: 70 Program Type(s): UEM, UMN, USP, Students: 95 internships or study semesters have a business development Start Year: 1996 students for lives of impact. With Students: 135 Start Year: 2002 GF, ET Start Year: 2008 abroad. Cooperative agreements responsibility with the background Accreditation(s): AACSB, GSSI, a comprehensive sales curriculum Start Year: 2014 Accreditation(s): AACSB Focus Option(s): Communication/ Accreditation(s): AACSB, USCA full exist with seventy-two partner and tools to grow revenues USCA full member, PSE delivered in classes with 20-30 Accreditation(s): AACSB Program Type(s): USP Broadcast Sales, Entrepreneurship, member, PSE universities and enterprises all over by identifying, understanding, Program Type(s): UMJ, UMN, GC, GF students, an intentional college- Program Type(s): UCE, UCO Focus Option(s): Entrepreneurship, Financial Services, Industrial Program Type(s): UCE, UEM, ET the world. There is a strong practical presenting, and securing business Focus Option(s): Communication/ to-career strategy, and a unique The program has three dedicated Insurance, Service Marketing Distribution, Insurance, International Focus Option(s): Communication/ as well as research orientation. in a consultative and collaborative Broadcast, Entrepreneurship, Finan- collaborative culture, students in sales faculty, a Professional Sales Business Broadcast Sales, Entrepreneurship, manner. Skills will be strengthened cial Services, Insurance, Internation- Baylor ProSales leave campus Certificates in Professional Selling ANGLIA RUSKIN UNIVERSITY Advisory Board, and two student Bryant hosts the Northeast Intercolle- Financial Services, Industrial Dis- using a combination of online lecture al Business, Medical/healthcare ready to make a difference, are awarded by the Institute www.anglia.ac.uk/degreesatwork organizations: SPARK (Sales giate Sales Competition (NISC), held tribution, Insurance, International captures, hands-on exercises, and Sales, Technology wherever they’re called to serve. for Excellence in Services. The Tracy Armstrong Professionals Attaining Remarkable web-based role playing. University sends students to annually. This is not only a competi- Business, Medical/Healthcare Sales, Students sell products and/or [email protected] Knowledge)-- sales club open to BLOOMSBURG the National Collegiate Sales tion, but also an opportunity to net- Technology AUBURN UNIVERSITY create sales technology tools Chelmsford, Essex, UK CM1 1SQ all students interested in sales that UNIVERSITY OF PENNSYLVANIA Competition each year. work and build skill and expertise. The Sales Leadership Center is http://business.auburn.edu/ for actual clients (for profit and +44 0787 613 7660 includes a sales curriculum delivered http://www.bloomu.edu/ The day offers students, faculty and dedicated to promoting leadership by our board members, and Sales academics/undergraduate/marketing non-profit organizations). They marketing-sales BRADLEY UNIVERSITY sponsors the opportunity to add Students: 15 and professionalism in the field of Scholars (limited to 15 students by Avery Abernethy take a sales technology course www.bradley.edu/academic/ tools to their toolkit through active Start Year: 2012 Monica J. Favia, PhD sales at Cal State Fullerton, Mihaylo application only with a minimum [email protected] that incorporates CRM and gives departments/marketing/ and experiential learning sessions Accreditation(s): Institute of Sales [email protected] College of Business and Economics. GPA of 3.0). ASU participates special attention to understanding programs/sales/ designed to help salespeople & Marketing Management Auburn, AL 36849-5246 Bloomsburg, PA 17815 World-class education is offered in the Arizona Collegiate Sales and working with various sales Dr. Mark C. Johlke achieve excellence on the job. Program Type(s): GCE, ET 334-844-8544 570-204-5232 inside a new state-of-the-art facility. A Competition which includes all three metrics (using Excel). Ball State [email protected] Focus Option(s): Entrepreneurship, Students: 120 BUTLER UNIVERSITY new, virtual sales lab was launched in major universities in Arizona (Arizona hosts an annual sales competition. Students: 30 International Business Start Year: 2013 Foster College of Business www.butler.edu 2013. The Center offers scholarships State University, University of Arizona, Currently, students may complete Start Year: 2015 Accreditation(s): AACSB Peoria, IL 61625 and career development programs. The program is online, therefore and Northern Arizona University), part of the program on-line. Accreditation(s): AACSB Daniel McQuiston Program Type(s): UCO, ET 309-677-3947 students can study flexibly at times and each semester it hosts the Sun Soon the entire program will be Program Type(s): UMN, USP [email protected] CENTRAL MICHIGAN UNIVERSITY Focus Option(s): Supply Chain Sales Students: 70 to suit them and from anywhere in Devil Sales Pitch competition for our available on-line. Students in the Marketing and Andre B. Lacy www.cmich.edu Start Year: 2004 the world. It can also be delivered sales students. This exciting new program offers Sales specialization at Bloomsburg School of Business sales-concentration/ BAYLOR UNIVERSITY Accreditation(s): AACSB, USCA as a blended program with exposure to training in real property University complete 21 credits in Indianapolis, IN 46208 Dr. Concha Allen ARKANSAS STATE UNIVERSITY www.baylor.edu/business/selling full member the online content forming part sales or supply chain sales. It has a Marketing and 18 credits in Sales 317-940-9474 [email protected] of the learning with additional http://www.astate.edu/college/ 20 year veteran marketing manager Dr. Andrea L. Dixon, Program Type(s): UCO, UMN courses as well as the Business Students: 30 Mt. Pleasant, MI 48859 supporting master-classes business/ in industrial marketing from Rheem Executive Director Through a structured sequence of CORE. Along with the professional Start Year: 1993 989-774-3701 Students are assessed through Katie Hill, Ph.D. teaching Business-to-Business Mar- [email protected] focused coursework, extensive role development program graduates Accreditation(s): AACSB projects, assignments and video [email protected] keting. Hankamer School of Business play assignments, personalized Students: 200 are well prepared to move up Program Type(s): UCO presentations. The course was Waco, TX 76798 feedback, self-evaluation and Start Year: 2008 State University, AR 72467 AURORA UNIVERSITY quickly in a professional sales Focus Option(s): Entrepreneurship, originally developed in partnership 254-710-1986 review, and actual sales experience, Accreditation(s): AACSB, GSSI, PSE 870-680-8073 http://www.aurora.edu/academ- career. The Sales Minor is targeted Financial Services, Industrial Dis- with the iconic UK retailer Harrods. graduates of the program develop Program Type(s): UCO, UMN Students: 25 ics/undergraduate/profession- Students: 468 toward non-business majors and tribution, Insurance, International Start Year: 1985 consists of 24 credits that are the skills and experiences The CMU Professional Sales Start Year: 2015 al-selling/index.html Business, Medical/healthcare Sales, program partners with Carew largely sales focused with some Technology marketing coursework. 14 SALES EDUCATION FOUNDATION 2017 TOP UNIVERSITY SALES PROGRAMS 15 International, a nationally prominent Students: 900 Duquesne’s professional sales Focus Option(s): Financial Services, sales training and consulting Start Year: 2005 minor demonstrates a commitment Technology organization with a 40-year history Accreditation(s): AACSB, USCA to growing sales offerings, Elon has been recognized as a Weber State University’s Professional and in sales and sales-leadership full member, PSE supporting both student learning Top Sales Program since 2011. RBI development, to provide an Program Type(s): UCO, UMN, GF, ET and career opportunities. The Sales Challenge Speed Selling and DEPARTMENT OF PROFESSIONAL SALES innovative curriculum that delivers Focus Option(s): Entrepreneurship, program combines fundamental Role Play Champion - 2010, 2011, real world results. Financial Services, Industrial Distribu- selling principles with negotiation, and 2012 and 2013; Overall Team & Alan E. Hall Center for Sales Excellence tion, Insurance, Sales Management, sales management, and revenue CLEMSON UNIVERSITY Champion - 2010 and 2012 for RBI Technology, Category Management generation courses to develop Competitive http://www.clemson.edu/cbbs/ Sales Challenge, 2nd place 2013; ➤ Bachelor’s in Students can prepare themselves sales-ready graduates who NIU Competition - 2 finalist, Overall departments/marketing/academics/ are well-prepared to meet the professional sales sales-certificate.html for careers in consumer packaged Winner, 2011; National Collegiate goods sales through participating demands of the marketplace. Sales Competition - Top Ten Finish available online Jesse N. Moore in our consumer packaged goods 2011; International Collegiate Sales [email protected] EASTERN KENTUCKY UNIVERSITY ➤ 150+ professional sales sales track featuring category www.eku.edu Competition - 3rd place team finish; Clemson, SC 29634 management classes. Students learn Overall Individual Champion at graduates per year Karen Hood Hopkins 864-656-1086 the following technologies, Nielsen Wisconsin Eau-Claire, 2014 Finalist; [email protected] Students: 120 and IRI category management suites, and 1st Place in the BSU Regional ➤ 17 classes with 48 Start Year: 2009 JDA space planning and assortment, Richmond, KY 40475 Sales Competition, 2015. credit hours of sales- Accreditation(s): AACSB and Infitnet(Spectra). Students can 859-622-8611 FERRIS STATE UNIVERSITY specific curiculum Program Type(s): UCE graduate with over 600 hours of Students: 55 http://www.ferris.edu/ Students completing the sales work experience. Placement rate for Start Year: 2016 Chester Trybus ➤ 99% job placement rate certificate are provided with real- these students is 100%. Accreditation(s): AACSB Program Type(s): UCE [email protected] world experience, foundational DOUGLAS COLLEGE ➤ 60+ local and national Grand Rapids, MI 49546 role-play exercises and leadership www.douglas.bc.ca A Center for Professional Selling, companies who recruit opportunities. Professors blend including lab facilities, is currently 616-822-2928 David Moulton theory and application in the under development pending Students: 230 WSU students [email protected] program while also ensuring funding. Start Year: 1998 frequent interaction with industry New Westminster, BC Accreditation(s): AACSB ➤ WSU named top Utah EDINBURGH NAPIER UNIVERSITY executives. Canada V3L 5B2 Program Type(s): UCE, UMN institution for return on www.edinburghnapierbusiness 604-527-5456 Focus Option(s): Communication/ THE COLLEGE OF NEW JERSEY school.co.uk investment by PayScale WheRE Students: 75-100 Broadcast Sales, Financial Services, http://business.pages.tcnj.edu/ Start Year: 1990 Dr. Tony Douglas Industrial Distribution, Insurance, departments-programs/manage- Accreditation(s): Canadian [email protected] Medical/healthcare, Technology ment-marketing-interdisciplinary- Professional Sales Association Edinburgh, Scotland EH14 1DJ business/ Ferris State is expanding their sales weber.edu/sales (CPSA), Canadian Society for Market- + 44 (0)131 455 4354 offerings, permitting students from Dr. Alfred Pelham ing Professional Services (CSMPS) Students: 50 various majors to participate. In OPportunity and [email protected] Program Type(s): UCE Start Year: 2011 addition to three sales classes, Ewing, NJ 08628-0718 Focus Option(s): Financial Services Accreditation(s): GSSI internship opportunities are 609-771-3027 Douglas offers three sales courses - Program Type(s): UMJ, UMN, GCE, growing, providing students with Students: 55 Personal Selling, Professional Selling, EC, ET job experience. All students are Start Year: 2005 and Sales Management. The Peter Focus Option(s): International required to complete an internship Success Collide! Accreditation(s): AACSB, PSE Legge International Institute for Sales Business prior to graduation. Program Type(s): UMN Excellence was established in 2012. FIU Sales Society is a student GEORGIA SOUTHERN UNIVERSITY The program will launch a new FHWIEN: UNIVERSITY OF The Upper Level Sales class involves organization focusing on http://coba.georgiasouthern.edu/cse/ TCNJ is ranked by U.S. News & Online BA Sales Management APPLIED SCIENCES actual sales activities on behalf of developing sales professionals Dr. Linda Greef Mullen World Report as the number one degree in May 2017. www.fh-wien.ac.at/marketing- Kennesaw State University organizations with actual prospects beyond the classroom and sales [email protected] (masters program) public college EINDHOVEN UNIVERSITY salesmanagement/ experience using our Sales in the country’s northern region. The and customers. Statesboro, GA 30460 OF TECHNOLOGY Marina Prem Incubator model. Panther Sales TCNJ Business School was ranked 912-536-3597 DUBLIN INSTITUTE OF TECHNOLOGY www.tue.nl [email protected] Tournament is held for up to 60 FIU 63rd in the nation by Business www.dit.ie students (with Spanish track). It Is a Students: 50 BBA in Professional Sales Week. TCNJ students won first place Dr. Michel van der Borgh Vienna, Austria 1180 Laura Cuddihy /Dr. Tony Buckley Global Bilingual Sales Competition, Start Year: 2006 in the Pi Sigma Epsilon regional [email protected] +431476775850 [email protected] inaugural launch in spring 2016, with Accreditation(s): AACSB, USCA sales competition 4 times in the Eindhoven, Noord-Brabant Students: 70 competition in both Spanish and full member last 5 years and the national sales Dublin, Ireland 2 Netherlands 5612 AS Start Year: 1997 +35314027085 English. Program Type(s): UEM competition twice in the last 5 years. 0031 (0)402472170 Accreditation(s): GSSI, FIBAA Focus Option(s): Entrepreneurship, Home of the National The TCNJ sales program is one of Students: 115 Students: 130 Graduate Students Program Type(s): UMN FLORIDA STATE UNIVERSITY Financial Services, Insurance, the few that is housed in a top 100 Start Year: 1994 Start Year: 2009 Focus Option(s): International www.fsusalesinstitute.com/ International Business, Technology, business school. Accreditation(s): Sales Institute Accreditation(s): AACSB, GSSI Business, Sales Management Pat Pallentino Logistics and Intermodel of Ireland, AMBA Collegiate Sales CONCORDIA UNIVERSITY­-ST. PAUL Program Type(s): GF Austria’s first sales program began [email protected] Transportation Program Type(s): UCE, UMN, GF, www.csp.edu Focus Option(s): Entrepreneurship, in 1997 at FHWien-Studiengänge Tallahassee, FL 32306-1110 Georgia Southern University is EC, ET Industrial Distribution, Technology der WKW. A Bachelor’s option was Dr. Bruce Corrie 850-644-7875 a public, Carnegie Doctoral/Re- ncsc-ksu.org Competition Students pursuing a Bachelor of added in 2007 and a Master’s in [email protected] The strong relationship between Students: 500 search university. Their concentra- Science in Marketing, a Master of research and education within a 2008. The combination of marketing Saint Paul, MN 55104 Start Year: 2008 tion in Sales & Sales Management Science in Marketing or Strategic graduate program ensures that the and sales addresses topics ranging 651-641-8226 Accreditation(s): AACSB, USCA is a key area of distinction. It re- Management, or an MBA may pur- results of state-of-the-art research from product introduction to sales full member flects the University’s culture of en- For more information: Students: N/A sue the Management of Sales elec- are naturally integrated into the and customer retention. Program Type(s): UEM, UMJ, ET gagement that bridges theory with Start Year: 2012 tive. The content is taught in an ac- education. Moreover, you see the FLORIDA INTERNATIONAL Focus Option(s): Entrepreneurship, practice, extends the learning en- Accreditation(s): ACBSP ademic and theoretical framework same intrinsic focus in cooperation UNIVERSITY Financial Services, Industrial vironment beyond the classroom, Dr. Terry Loe, Director Program Type(s): UMN rather than an applied context. The with industry. http://www.fiu.edu Distribution, Insurance, International and promotes student growth and This recently launched program is program has a full time executive life success. GSU is the only univer- ELON UNIVERSITY Nancy Rauseo, D.B.A. Business, Technology [email protected] poised to grow by also attracting director that is a corporate liaison. sity to award Huthwaite’s Academ- DIT has a Sales Academy, led by Dr. www.elon.edu/salescenter [email protected] The nationally recognized and non-business majors in the future. A award winning sales major ic SPIN Selling Certification. popular two-week lab is taught by Anthony Buckley. Erin Adamson Gillespie, Ph.D. Miami, FL 33199 470.578.2017 currently has approximately GEORGIA STATE UNIVERSITY practitioners to provide experiential [email protected] 305-348-1929 500 students, offering an DUQUESNE UNIVERSITY http://gsu.edu learning as a preview to the www.duq.edu Chandler Family Professional Students: 400 undergraduate degree in internship process. Sales Center Start Year: 2008 Marketing, with a major in Stephen P. Young coles.kennesaw.edu/selling Dr. Dorene Ciletti Elon, NC 27244 Accreditation(s): AACSB Professional Sales and a certificate [email protected] DEPAUL UNIVERSITY [email protected] 336-278-6000 Program Type(s): UMN in Sales Management. The sales Robinson College of Business www.salesleadershipcenter.com Pittsburgh, PA 15282 Students: 126 Focus Option(s): Communication/ program is part of the FSU Sales Atlanta, GA 30302-3991 Daniel P. Strunk 412-396-4875 Start Year: 2007 Broadcast Sales, Financial Institute, which is responsible 404-413-7659 [email protected] for sales-related research and Students: 100 Accreditation(s): AACSB, USCA Services, Insurance, Technology, Students: 95 Chicago, IL 60604 Start Year: 2012 Entrepreneurship and International executive training programs. FSU full member also offers a Ph.D. in Marketing Start Year: 2007 312-362-7250 Accreditation(s): AACSB, PSE Program Type(s): UCO, UMN Business Accreditation(s): AACSB Program Type(s): UEM, UMN with a focus in sales and sales management research. Program Type(s): UCE, UCO, GC, ET

16 SALES EDUCATION FOUNDATION 2017 TOP UNIVERSITY SALES PROGRAMS 17 Focus Option(s): Communication/ High Point, NC 27262 HUSSON UNIVERSITY Kelley School of Business Accreditation(s): AACSB, GSSI, KRISTIANIA UNIVERSITY COLLEGE Denver, CO 80110 MISSOURI STATE UNIVERSITY Broadcast Sales, Entrepreneurship, 336-884-2714 www.husson.edu Bloomington, IN 47405 USCA full member, PSE http://kristiania.no/english 303-352-4499 www.missouristate.edu International Business Students: 90 Bill Watson 812-855-2521 Program Type(s): UCE, UEM Erik Mehl Students: 120 Dr. Alex Hamwi Distinguishing characteristics of Start Year: 2014 [email protected] Students: 200 The National Strategic Selling [email protected] Start Year: 2012 [email protected] this program include a skills-based Accreditation(s): SACS Bangor, ME 04401 Start Year: 1996 Institute celebrates the sales Oslo, Norway 107 Accreditation(s): AACSB, USCA Springfield, MO 65897 class teaching role playing, corpo- Program Type(s): UCO, UMJ, UMN, ET 207-659-6551 Accreditation(s): AACSB, USCA profession each year with K-State +47 920 37 221 associate member 417-836-5494 rate oral and written team presen- full member, PSE, GSSI Sales Week, a week-long event Program Type(s): UCE, UMN The program offers Extraordinary Students: 16 Students: 400 Students: 160 tations, direct mail techniques in Program Type(s): UMJ that includes a sales competition, Learning Lab spaces. There is Start Year: 2014 Start Year: 2011 Modules include Dress for Success; Start Year: 2005 selling, detailed learning modules professional development events, emphasis from the President to Accreditation(s): IACEB The Center of Global Sales Accreditation(s): NOKUT video role plays; case studies; Accreditation(s): AACSB with an emphasis on interactive career fair, and keynote speakers. require EVERY University student to Program Type(s): UCE, ET Leadership (CGSL) is where Program Type(s): UMJ guest speakers from partner Program Type(s): UCO learning. take at least one Sales course. corporations come to find Each spring the NSSI hosts a Benefit companies; sales specific job The Sales Certificate includes four This is a traditional 3 year European Missouri State takes pride in ap- outstanding Kelley sales talent Auction to raise funds for sales fairs/Meet and Greet; career HAAGA-HELIA UNIVERSITY HODGES UNIVERSITY courses and a required internship. Bachelor program with students plication. The university provides and where students come to learn student merit awards and a local assessments; students sell tickets for OF APPLIED SCIENCES www.hodges.edu Strategic selling is the emphasis of enrolling from finished high school students with an abundance of face the most innovative methods charity; the auction is student-run, professional sport teams; only Sales www.haaga-helia.fi this program. degrees. The name of the program time with professional salespeople Dr. Aysegul Timur for sales career success. CGSL’s with students making sales calls Center in Colorado. Pirjo Pitkapaasi is “Bachelor in Marketing and from the business community. [email protected] ILLINOIS STATE UNIVERSITY Global Sales Workshop (GSW), a (phone and F2F) to find auction [email protected] Sales management”. From our MICHIGAN STATE UNIVERSITY Naples, FL 34119 http://www.cob.ilstu.edu/profsales/ highly competitive and exclusive items and sell tickets. Each year MOREHOUSE COLLEGE experience in the Sales Educator http://salesleader.msu.edu Helsinki, Finland 520 239-598-6138 student organization, connects it nets approximately $11,000 and www.morehouse.edu Michael C. Boehm Academy it is difficult to fully +358 40 488 7066 undergraduates with corporate develops students’ selling skills. A Jennifer Rumler Students: 10 [email protected] compare such a program with the Dr. Cassandra Wells Students: 40 sales professionals to learn about sales major has been proposed, for [email protected] Start Year: 2016 Normal, IL 61790-5590 American system. [email protected] Start Year: 2007 real-world opportunities and implementation in Fall 2018. East Lansing, MI 48824 Accreditation(s): IACBE 309-438-2954 Atlanta, GA 30314-3773 Accreditation(s): GSSI challenges through case studies, LA SALLE UNIVERSITY 517-355-9659 Program Type(s): UMJ, UMN KENNESAW STATE UNIVERSITY 470-639-0587 Program Type(s): GC Students: 280 round-table discussions, and http://www.lasalle.edu/business/#. The Johnson School of Business http://coles.kennesaw.edu/cps Students: 120 Focus Option(s): International Start Year: 1998 networking events. CGSL hosts the ViaJaX6rQgs Students: 10 has partnered with the local em- Dr. Terry W. Loe Start Year: 2009 Business Accreditation(s): AACSB, USCA National Team Selling Competition, Start Year: 2010 ployer, Gartner, for internship and Michael DiPietro Accreditation(s): AACSB, USCA full member, PSE an annual sales competition that [email protected] Accreditation(s): AACSB Students pursue a Bachelor of job placement opportunities. [email protected] associate member, PSE Program Type(s): UCE, UMJ, ET attracts students from across the Coles College of Business Program Type(s): UMN Science in Professional Sales. The Gartner provides other support for Philadelphia, PA 19141 Program Type(s): UCO, UMN, ET Focus Option(s): Entrepreneurship, country. Kennesaw, GA 30144 The program is introducing focus in the studies is on solution curriculum review, program and 215-991-3577 Focus Option(s): Communication/ Financial Services, Industrial 470-578-2017 students to Salesforce.com as a sales and on the business to course learning outcomes as well JAMES MADISON UNIVERSITY broadcast Sales, Entrepreneurship, Distribution, Insurance, International Students: 250 Students: 60 sales tool and encouraging them business environment. The content as role playing exercises. Compa- http://www.jmu.edu/cob/ Financial Services, Insurance, Business, Technology Start Year: 1998 Start Year: 2015 to get Admin certified. A give- is taught by combining theory and ny executives and sales associates marketing/center-for-professional- International Business, Medical/ ISU students learn how to deliver Accreditation(s): AACSB, USCA Accreditation(s): AACSB back sales project in the Principles practice. As free choice studies are also invited to classroom sales/index.shtml healthcare, Technology a company’s “value proposition”. full member, PSE, GSSI Program Type(s): UCE, UEM of Professional Selling class is students can take a class in which lectures and real-world examples. The Sales Leadership Minor at MSU The sales faculty are a team that Richard Tate Program Type(s): UMJ, UCO, UCE, Focus Option(s): Communication/ required. Speakers each semester they are coached for the national Along with Gartner, other major is the only program in the country collaborate together and deliver [email protected] UMN, ET Broadcast Sales, Entrepreneurship, will be in the areas of the majors sales competition. HAAGA- employers such as Naples Daily that combines the efforts of two a consistent message to students Harrisonburg, VA 22807 Focus Option(s): International Financial Services, Industrial of the students in the sales classes. HELIA organizes the Best Seller News is a partner for supporting nationally-ranked Colleges, the Eli throughout all seven courses. Sales 540-532-2332 Business Distribution, Insurance, International Ex: science major can expect Competition every other year. the program and curriculum. The Broad College of Business and the students gain invaluable B2B & B2C Business, Medical/healthcare Sales, a speaker in a science-related adjunct professors from different Students: 150 The KSU Center for Professional College of Communication Arts and HIGH POINT UNIVERSITY experiences in addition to summer Technology sales position. The goal is for this sales background make a big Start Year: 2014 Selling assists in developing sales Sciences. www.highpoint.edu internships with on-campus selling The program offers a curriculum interdisciplinary minor to show difference to provide a rich and Accreditation(s): AACSB, GSSI, programs for other universities Larry Quinn opportunities within our Athletic that is a contemporary blend of students that their major can also applied learning. USCA associate member, PSE in the US and abroad and is [email protected] department, our alumni foundation Program Type(s): UCE, UCO home to the National Collegiate theory and real-world practice, be utilized in a sales role. and sales roles at both the campus reflecting the central Lasallian value The mission of the Center for Sales Competition (NCSC), the radio/TV ad department and the of learning by doing. Professional Sales at James largest and oldest university Daily Vidette student newspaper Madison University is to position sales role-play competition in the LOUISIANA STATE UNIVERSITY (The Daily Vidette B2B annual sales the JMU College of Business as U.S., hosting more than 60 sales www.lsu.edu revenue is just over $900,000 - these programs annually. The NCSC one of the leading institutes in Greg Accardo, MBA students are sellers)! has directly contributed more undergraduate sales education, [email protected] INDIANA STATE UNIVERSITY to promote professional selling than $4 million to university sales E.J. Ourso College of Business www.indstate.edu/business/sales as a rewarding lifelong career, education since its inception. One of the oldest sales programs Baton Rouge, LA 70803 David Fleming, Ph.D. to increase the visibility of JMU in the U.S. with a Sales Major 225-578-8797 [email protected] Marketing students to corporate partners, and to conduct research offered continuously since 1989, Students: 120 Scott College of Business that advances the field of sales. it is a Founding Member of the Start Year: 2014 Terre Haute, IN 47809 University Sales Center Alliance. Accreditation(s): AACSB, PSE 812-264-1075 JUSTUS LIEBIG UNIVERSITY Program Type(s): UCO The University of Toledo Students: 140 www.sales-research.net KENT STATE UNIVERSITY www.kent.edu/collegeofbusiness This program is highly focused on Start Year: 2010 Dr. Alexander Haas internships and the Sale Practicum Invitational Sales Competition (UTISC) Accreditation(s): AACSB, USCA [email protected] Ellen Daniels class in order to develop skill sets full member giessen.de [email protected] A unique, national, three-day event for junior, sophomore for real-world selling. and freshman sales students Program Type(s): UCE, UCO, UMN Geissen, Germany 35394 Kent, OH 44242 Award Winning Focus Option(s): Insurance and 0049-641-9922401 330-672-1271 MARQUETTE UNIVERSITY February 22-24, 2018 • Toledo, Ohio Medical/Healthcare Sales Students: 30 Students: 375 www.marquette.edu UCF Professional Selling Program The tag line for Indiana State Start Year: 2009 Alex Milovic Students – Develop your skills and network Start Year: 2013 University is “More. From day one.” Accreditation(s): USCA associate Accreditation(s): AACSB, PSE [email protected] outside the shadow of seniors. Make your mark! This is carried out within all of its member Program Type(s): UCE Milwaukee, WI 53201-1881 International Collegiate Sales Competition programs and takes form within Program Type(s): UEM, GF Focus Option(s): Entrepreneurship, 414-288-8052 Universities – Recruit new and younger students the sales program through a strong International Business JLU combines a broad and Students: 35 Top 10 Team to increase your sales program enrollment. focus on experiential learning. For interdisciplinary spectrum of research The program utilizes a variety of Start Year: 2015 Demonstrate the bench strength of your program! example, sales students use the sales and teaching in the areas of law, sales experts, primarily from its Accreditation(s): AACSB recording capabilities to complete Students from our exclusive economics and business studies, the Sales Advisory Board, to augment Program Type(s): UEM Businesses – Enjoy the benefits of earlier skill practice exercises and then natural sciences, and the humanities the teaching material. KSU Focus Option(s): Entrepreneurship Professional Selling Program graduate identification of top talent and higher probability receive formative feedback on their with a range of sub-disciplines that is Entrepreneurship and Managerial Access to a large alumni network for acceptance of your internship/job offer. performance, always with a goal unique for Germany. Marketing students receive with a distinct advantage. for internships and careers, second Find them first! of improving skills. Sales students specialized sales training specific KANSAS STATE UNIVERSITY course allows students to sell tick- develop their sales skills “more,” so to their major areas of study. The http://cba.k-state.edu/nssi ets for either the Milwaukee Bucks For sponsorship opportunities they can serve clients “more,” and Managerial Marketing program or Marquette Basketball. business.ucf.edu/professional-selling and team eligibility, contact: can provide “more” value to their Dr. Dawn Deeter-Schmelz is unique to KSU and structured Deirdre Jones, Director employers sooner after graduation. [email protected] to develop students with a METROPOLITAN STATE Edward H. Schmidt School of Professional Sales INDIANA UNIVERSITY Manhattan, KS 66506-0506 managerial focus. UNIVERSITY OF DENVER Phone: 419.530.2978 • Fax: 419.530.6166 www.kelley.iu.edu/globalsales 785-532-6880 www.msudenver.edu/marketing Email: [email protected] Dr. Charles Ragland Students: 250 Scott Sherwood Web: sales.utoledo.edu [email protected] Start Year: 2010 [email protected] #UCFBusiness

18 SALES EDUCATION FOUNDATION 2017 TOP UNIVERSITY SALES PROGRAMS 19 combines a highly-engaged Dr. Kathleen (Bay) O’Leary Broadcast Sales, Entrepreneurship, Accreditation(s): AACSB, USCA advisory committee, a group of [email protected] Financial Services, Industrial associate member committed corporate partners H. Wayne Huizenga School Distribution, Medical/Healthcare Program Type(s): UMN with an academically qualified of Business & Entrepreneurship Sales, Hospitality and Technology Students are required to do a McCoy College teaching staff possessing industry Fort Lauderdale, FL 33314-3755 The program focuses on quantity mandatory Internship in Sales. The of Business experience. 954-262-5030 and quality by providing 19 cus- internship is a faculty supervised Our mission is clear. NORTHERN ARIZONA UNIVERSITY Students: 80 tom-tailored Sales Competitions internship. Center for http://franke.nau.edu/ Start Year: 2010 per year that are sponsored by Texas State wants to be one of the corporate Partners and delivered SAMFORD UNIVERSITY Professional Kevin Trainor Accreditation(s): SACS on the Purdue campus. Each Sales http://samford.edu/business/ world’s leading professional sales [email protected] Program Type(s): UCO, UMJ, UMN, professional-sales-concentration National Strategic UEM, GE, GF, ET Competition is bundled with Infor- Sales programs focused on sales The W.A. Franke College C. Clifton Eason Focus Option(s): Entrepreneurship, mation Sessions for preparation, education, research, and industry of Business Scenario Workshops for practice, [email protected] Financial Services, Insurance, . Selling Institute Flagstaff, AZ 86011-5066 collaboration International Business and Awards Banquets for profes- Birmingham, AL 35229 928-523-7369 sional networking experiences. Students are trained in various 205-726-2677 Students: 40 CRMs (Salesforce and Netsuite). The Purdue Center for Professional Students: 20 POINTS OF PRIDE Start Year: 2015 Selling enhances and extends what Start Year: 2015 Accreditation(s): AACSB OHIO UNIVERSITY is learned in the sales classrooms Accreditation(s): AACSB  Bi-Annual Interview Express Our Students Business Partners Program Type(s): UCE, UCO www.scheysalescentre.com with practical experiences, en- Program Type(s): UCO Event abling students to contribute faster Sales classes are available to Adam Rapp, Ph.D. The program prides itself on the Benefit From: Gain Access To: and more meaningfully in their  60+ Professional Selling students pursuing a professional [email protected] low faculty-student ratio and its internships and jobs. • Real Sales Experience • Hard-working sales talent selling concentration within the Schey Sales Centre ability to connect students with Ambassadors marketing major or a certificate • State-of-the-Art Sales Labs • Students willing to relocate Athens, OH 45701-2979 PURDUE UNIVERSITY NORTHWEST quality internships, mentors, and  to non-marketing majors. As a 740-593-9328 www.pnw.edu job providers. There is also a Career Closet • Professional Development • On-campus brand-building Salesforce.com Academic Alliance Students: 410 Claudia Mich very enthusiastic Advisory Board,  Successful Sales Internship • Interaction with business opportunities partner, the program emphasizes Start Year: 1997 [email protected] comprised of distinguished sales COURSES Program partners • Special partner-only events CRM as a strategy and delivers Accreditation(s): AACSB, USCA professionals, for the program. Salesforce.com vendor approved Hammond, IN 46323 full member, SMT 219-989-2776 SONOMA STATE UNIVERSITY  Professional Selling  Award-Winning Student training to students in the Sales Program Type(s): UCE, ET Strategy and Technology class. Students: 40 www.sonoma.edu/sbe  Sales Management Teams Established by the Ohio University Start Year: 2016 Sarah Dove, MBA Named one of the Top National Sales NORTHERN ILLINOIS UNIVERSITY  Sales Internship Board of Trustees in 1997 as one of Accreditation(s): AACSB [email protected] www.cob.niu.edu/sales the first ten collegiate sales programs  Programs by the Sales Education Program Type(s): UMN Rohnert Park, CA 94928 Directed Study- Sales Dr. Robert M. Peterson in the country, the Schey Sales Cen- Foundation for five straight years. Focus Option(s): Communication/ 707-664-2548 [email protected] tre’s unique combination of: 1. Inside Broadcast Sales Texas State University| Center for Professional Sales | 512.245.3224 Students: 15 Dekalb, IL 60115 the classroom, real sales readiness txstsalescenter.com training curriculum; 2. Outside the Faculty members are focused on Start Year: 2013 815-753-6224 Texas State University, to the extent not in conflict with federal or state law, prohibits discrimination or FOR MORE INFORMATION: classroom self- discovery, personal student success and represent a Accreditation(s): AACSB Students: 200 diverse blend of scholars and dis- harassment on the basis of race, color, national origin, age, sex, religion, disability, veterans’ status, sexual Dawn Deeter, Director • [email protected] growth and professional develop- Program Type(s): UCE orientation, gender identity or expression. Start Year: 1988 ment; and 3. Practical experience tinguished business professionals Focus Option(s): Wine and Spirits Accreditation(s): AACSB, USCA who bring real-world experience www.cba.ksu.edu/NSSI helping run the Centre as a small This program completed the full member, PSE, GSSI to the classroom. Our location in “business” gives the students a approval process to become Program Type(s): UCE in the Northwest Indiana/Chicago “fair-unfair” advantage getting the recognized by the university. It NICHOLLS STATE UNIVERSITY and a minor in Professional Selling corridor serves as a dynamic learn- Baton Rouge, LA 70813 Students: 40 Northern Illinois is one of the best sales jobs upon graduation and is anticipated that 15 students http://www.nicholls.edu/marketing/ within the Bachelor of Science in ing laboratory for the College. 225-771-5977 Start Year: 1998 original sales programs and the jump starts successful careers. will complete the certificate professional-sales-initiative/ marketing program. It offers a And the curriculum in the program Students: 20 Accreditation(s): USCA associate only school to publish a sales requirements annually. There is a Dr. R. Charles Viosca, Jr. professional networking and role- PLYMOUTH STATE UNIVERSITY is continuously updated to reflect Start Year: 2002 member, PSE journal (The Journal of Selling & focus on Wine and Spirits sales. [email protected] practice facility used to enhance www.plymouth.edu recent trends in the global business Accreditation(s): AACSB Program Type(s): UMJ, UMN, EC, ET the sales and behavioral skills of Major Account Management). Focus Option(s): Entrepreneurship, Thibodaux, LA 70310 Bob Nadeau world. SOUTHERN NEW HAMPSHIRE Program Type(s): UCO students in the program. This facility They established a sales Medical/Healthcare Sales 985-449-7016 [email protected] UNIVERSITY The program includes a Role is also used for the HBCU Sales specific exchange program with REUTLINGEN UNIVERSITY www.snhu.edu Play facility that simulates four Students have minimum 6 Students: 20 Challenge, a role-play competition universities in Ireland and Austria. Plymouth, NH 03264 www.esb-business-school.de Start Year: 2003 Sales students are not required Micheline Anstey common sales environments: Small hours personal interaction with hosted by the School of Business 603-854-0886 Dr. Tobias Schuetz Accreditation(s): AACSB, PSE to have majors in the School of [email protected] conference room, Break room, sales professionals. Students and Economics. NCA&TSU is Students: 200 tobias.schuetz@reutlingen- Program Type(s): UCO Business, allowing representation Corner Office, Board Room. are certified using Speak Easy attracting various majors within and Start Year: 2009 university.de Manchester, NH 03106 software, learning the skills of Focus Option(s): Financial Services from various disciplines. 603-668-2211 outside of the business schools to Accreditation(s): USCA associate ESB Business School Reutlingen ST. AMBROSE UNIVERSITY making outbound sales calls. This program utilizes a professional, obtain the minor. Many students NORTHWEST UNIVERSITY member Baden-Wuerttemberg, Germany Students: 60 www.sau.edu Students are required to complete corporate-style training facility are selected for internships in http://www.northwestu.edu/ Program Type(s): UMN, UCE 72762 Start Year: 2013 Joseph L. Kehoe a Business Practicum class before including five role-play rooms that the renowned 3M Frontline Sales academics/professional-sales/ The program has a Sales Advisory +49 (7121) 271 9601 Accreditation(s): NEASC [email protected] graduation. are used to enhance the sales and Program. Teresa Gillespie Board made of 20 companies Program Type(s): UCO, UMN behavioral skills of students in the Students: 21 Davenport, Iowa 52803 ST. CLOUD STATE UNIVERSITY [email protected] who represent 1MM employees As a general education course, program. This facility is also used for NORTH DAKOTA STATE UNIVERSITY Start Year: 2011 563-333-5825 www.stcloudstate.edu/mkbl/ in aggregate. They meet on Professional Selling attracts students the Annual Bayou Sales Challenge, http://www.ndsu.edu/business/ Kirkland, WA 98033 Accreditation(s): FIBAA Students: 12 programs.asp campus and provide advice on our from all majors. In all sales courses, a regional intercollegiate sales http://www.ndsu.edu/mgmt_mrkt/ 425-889-5290 Program Type(s): GCE Start Year: 2016 curriculum to keep it relevant and students participate in real world Dennis Bristow; Rajesh Gulati role-play competition hosted by sales/ Students: 23 Focus Option(s): Information Accreditation(s): USCA associate cutting edge. For example, 10% of a selling projects and network with [email protected] the College of Business at Nicholls Mike Krush Start Year: 2014 Technology member student’s grade in Sales I is based on distinguished sales professionals St. Cloud, MN 56301-4498 each spring. Nicholls also has a [email protected] Accreditation(s): Accreditation The programme is dedicated to Program Type(s): UMJ, UMN their LinkedIn profile. They also help from the community. Students 320-308-2057 cross-disciplinary degree program Fargo, ND 58102 Council for Business Schools young professionals who work and Focus Option(s): Medical/ with sales internships, mentoring participate in live, video-taped Students: 70 with Finance to prepare students 701-231-7844 Program Type(s): UCO study at the same time. Prerequisite Healthcare Sales and networking events. Students in role plays critiqued by both sales Start Year: 2013 for a career in Financial Services for the enrollment is a reduced The program makes extensive use Students: 62 A sales minor in any field will Professional Sales II make out-going faculty and sales practitioners. Accreditation(s): AACSB Marketing. contract of employment (75%) with of assessment measures to help Start Year: 2013 help the student improve their new business development calls Approximately 120 students per Program Type(s): USP a major company in the field of students identify characteristics NORTH CAROLINA A&T Accreditation(s): AACSB, USCA career options and opportunities. both in person and on the phone. year enroll in the sales classes. sales for complex B2B products on which to build. The program The program features the newly STATE UNIVERSITY associate member The minor in Professional Sales Although there is a selective PURDUE UNIVERSITY and business solutions (mostly but is highly personalized and developed state-of-the-art http://www.ncat.edu Program Type(s): UCE is designed to help the student process for those wishing to minor www.purdue.edu/proselling not exclusively IBM and HP). Northwest Mutual: The Columns Focus Option(s): International prepare for positions in sales in Professional Sales, all are strongly experiential and is designed to Dr. Kimberly McNeil, PhD ensure our graduates are well Group Sales lab. The Selling Business and customer service. NU offers Dr. Anita Dale SALISBURY UNIVERSITY encouraged to become a member [email protected] a sales minor as a compliment to [email protected] prepared to enter the workforce. Specialization includes modules As the only academic center http://www.salisbury.edu/masmi of the SNHU Student Professional on sales shadowing; sales Greensboro, NC 27411 any discipline. A sales internship is West Lafayette, IN 47907-2060 dedicated to developing the sales Dr. Amit Poddar Selling Association. ST. CATHERINE UNIVERSITY management shadowing; selling at 336-285-3391 included in the Professional Sales 765-494-9081 skills of North Dakota’s students, [email protected] SOUTHERN UNIVERSITY www.stkate.edu/sales a global level; ethics in selling; and Students: 50 NDSU’s Center for Professional minor program. Students: 250 Start Year: 2005 Perdue School of Business BATON ROUGE Mary Jacobs social media and selling. Selling and Sales Technology NOVA SOUTHEASTERN UNIVERSITY Start Year: 2010 Salisbury, MD 21801 www.subr.edu [email protected] Accreditation(s): AACSB, PSE offers a certificate in professional Accreditation(s): USCA associate STETSON UNIVERSITY www.huizenga.nova.edu, or 410-548-7756 St. Paul, MN 55105 Program Type(s): UCE, UCO, UMN selling that enables students across member, PSE George Kirk http://www.stetson.edu/business/ www.nsusales.com 651-690-8762 NCA&TSU is a Historically Black the university to develop their Program Type(s): UMJ, ET Students: 60 [email protected] marketing/ University offering a concentration sales competencies. The Center Focus Option(s): Communication/ Start Year: 2015

20 SALES EDUCATION FOUNDATION 2017 TOP UNIVERSITY SALES PROGRAMS 21 participating in research projects The Center for Management & of engagement and related Students: 381 with our corporate partners. Corporate Development (Centro benefits. The Fisher supports a Start Year: 1994 de desarrollo gerencial) has as its Major, Minor, and Certificate in Accreditation(s): GSSI, AASE THE CITADEL mission to provide educational Professional Sales, and is the only Academic Association of Sales all State University’s www.citadel.edu solutions to executives in Latin Sales Program in the world to Engineering H.H. Gregg Center for Bob Riggle American organizations to offer customized Sales Certificates Program Type(s): UMJ, USP, GF, [email protected] Professional Selling is maximize the human capital in Health Care Selling and EC, ET committed to enhancing and Charleston, SC 29409 involved in their professional and Engineering / Technical Sales. Focus Option(s): Financial Services, B 843-953-6978 business activities, thus increasing International Business, Medical/ promoting the field of professional selling UNIVERSITY OF ALABAMA their contribution of value to the healthcare Sales, Technology through research, service to the business Students: 35 www.uasalesprogram.com Start Year: 2013 environment in the long term. The program aims to combine community, and producing college graduates Joe Calamusa IV Accreditation(s): AACSB, PSE academic sales studies with a more UNIVERSITA BOCCONI [email protected] who are uniquely prepared for successful Program Type(s): UEM www.sdabocconi.it practical orientated education, Culverhouse College of careers in sales. The program is up and coming. which would be specifically suited Dr. Paolo Guenzi Commerce & Business Student placement is consistently to the business and technology [email protected] Administration improving, and the program is sectors of today. With the establish- Milano, Italy 20136 Tuscaloosa, AL 35406 forging new relationships with ment of the bachelor and master +39 02 58366820 205-348-8923 companies every day. The cadets programs in business consultancy COURSES Students: 110 Students: 600 are hard workers and faculty strives with focus in sales the University • Professional Selling daily to find new and different Start Year: 2003 Start Year: 2007 hopes to further its reputation ways to challenge them. Accreditation(s): GSSI Accreditation(s): AACSB and international connections, as • Seminar in Advanced Professional Selling Program Type(s): UEM, GF, ET Program Type(s): UCE, USP, GE, GF, well as provide students with the TURKU UNIVERSITY Focus Option(s): Industrial EC, ET opportunity of a truly unique and • Sales Management OF APPLIED SCIENCES Distribution The UA Sales Program features international degree. • Sales Technology www.turkuamk.fi Sales strategy focus is on consultative a robust Advisory Board of UNIVERSITY OF ARKANSAS Marjo Kumpula • MBA Program with emphasis on Sales selling in the B2B marketplace, and corporate supporter, employers, AT LITTLE ROCK [email protected] channel management (B2B2B or and mentors that contribute www.ualr.edu/marketing/ Turku, South-West Finland 20700 B2B2C). Sales Management covers scholarships, jobs and internships, Dr. Lenita Davis EVENTS +358505985564 strategy of organization; recruitment; and curriculum tools. There are [email protected] Sales Career Fair, Early Spring Semester Students: 70 development; incentive; etc. Sales over 50 live selling projects per Little Rock, AR 72204-1099 • Start Year: 2008 skills focus on essential consultative year, sponsored by corporate One of the largest university sales career fairs in the country 501-569-8862 Accreditation(s): GSSI, Ministery skills. partners. The Program is also • 80+ companies interested in hiring salespeople augmented by a UA Sales Students: 20 of Education UNIVERSITY CLERMONT Lab featuring 8 technology- Start Year: 2007 • 400+ students interested in professional sales careers Program Type(s): UCE, UMJ, UMN AUVERGNE driven training spaces. The Accreditation(s): AACSB, GSSI, Focus Option(s): Financial Services, http://management.u-clermont1.fr Industrial Distribution, Insurance, Sales Program’s student staff USCA associate member Pascal Brassier International Business, Real Estate, includes over 50 graduate and Program Type(s): UCE, UEM, UMN [email protected] Technology undergraduate students who share Students participate in the Clermont-Ferrand in an annual scholarship pool of H.H. Gregg Center for Professional Selling The project is developing a new program’s “Professional Edge” Auvergne, France 63008 over $300,000. 765-285-5136  www.bsu.edu/salescenter type of sales training concept placement activities, including 0033 4 73 17 78 04 where higher education institutions UNIVERSITY OF ALABAMA speed mixers and networking and companies are in close col- Students: 130 AT BIRMINGHAM events with employers. B. Tod Cox TEXAS A&M UNIVERSITY Start Year: 1974 scholarships and the chance Focus Option(s): Communication/ laboration to develop sales know- www.uab.edu/business/degrees- UNIVERSITY OF CENTRAL FLORIDA [email protected] http://mays.tamu.edu/ Accreditation(s): GSSI, IAE Net- to represent the University at Broadcast Sales, Entrepreneurship, professional-selling-initiative/ how. The objective is a system certificates/professional-sales- www.bus.ucf.edu/marketing the National Collegiate Sales Financial Services, Insurance, Deland, FL 32723 extending to all of Europe, with work (French Business Administra- certificate 386-822-7435 Andrew Loring tion Institutes) William Steiger Competition. Medical/Healthcare Sales companies joining in at all stages Scott Watson [email protected] Program Type(s): UCO, UMJ, UMN, [email protected] Because UC is a major research Students: 5 of sales training: planning, imple- [email protected] UNIVERSITY OF Start Year: 2017 College Station, TX 77843 mentation and evaluation of the USP, GCE Orlando, FL 32816-1400 CENTRAL OKLAHOMA institution in a metropolitan location, Birmingham, AL 35294 Accreditation(s): AACSB 979-845-2958 skills of students. Focus Option(s): Communication/ 407-823-2875 www.uco.edu UC offers sales education from 205-996-3977 leading researchers and seasoned Program Type(s): UMN, UMJ Students: 120 Broadcast, Entrepreneurship, Students: 34 Bob Kaiser TUSKEGEE UNIVERSITY sales professionals. We currently This nascent Sales Major and Minor Start Year: 2014 Financial Services, Insurance, Students: 75 Start Year: 2005 [email protected] www.tuskegee.edu/ have a post-doc candidate re- program is focused on providing Accreditation(s): AACSB, PSE, Industrial Distribution, Technology Start Year: 2008 Accreditation(s): AACSB, SACS Edmond, OK 73034 searching feedback avoidance in undergraduate students with the USCA associate member Anthony Freeman This program partners with a large Accreditation(s): AACSB Program Type(s): UMN [email protected] Program Type(s): UCE 405-974-5838 salespeople. UC’s first sales disser- skills needed to be effective and Program Type(s): UCE, UCO network of universities and partner Of the 700 students enrolled in Focus Option(s): Entrepreneurship, Students: 175 tation was completed in August. persuasive communicators. Andrew F. Brimmer College of Busi- companies around the world UCF professional selling classes This program hosts its own Sales Industrial Distribution, Insurance, Start Year: 2009 The metropolitan location provides ness and Information Sciences promoting internships and study annually, only approximately 30 TEMPLE UNIVERSITY Competition with students from the Medical/Healthcare Sales, Social Accreditation(s): AASCU dedicated sales faculty with exten- Business School, Agriculture School Tuskegee, AL 36088 abroad. It has a teaching team are admitted into the exclusive http://www.fox.temple.edu/ 334-727-8707 renowned for its research and Media (American Association of State sive sales experience. The sales cms_academics/dept/marketing- and Industrial Distribution program. Professional Selling Program where Colleges and Universities) instructors have sold for P&G, Cin- Students: 75 expertise in their discipline. The Professional Sales Program each student signs a “Commitment supply-chain-management/ TEXAS STATE UNIVERSITY at the University of Alabama at Program Type(s): UMJ, UMN tas, Sara Lee, Flint Group, Prudential Start Year: 1996 UNIVERSITY OF AKRON to Sales Professionalism.” The UCF Mary Conran http://txstsalescenter.com/ Birmingham offers a wide range of Focus Option(s): Financial Services, Insurance, and other major B2B cor- Accreditation(s): AACSB, PSE http://www.fishersalesinstitute.com program boasts a high-tech sales Insurance, Medical/Healthcare Sales porations located in Cincinnati. [email protected] Vicki West Program Type(s): UCE, UMJ possible classes in Sales Leader- lab consisting of a main classroom David Payne ship and Personal Selling on an as The program design is focused on Fox School of Business & Management [email protected] Students receive CRM training. and eight role-play rooms. UNIVERSITY OF CONNECTICUT [email protected] demanded basis. All professors in learning the application of the sales Philadelphia, PA 19122 McCoy College of Business Salesforce is the CRM platform http://marketing.business.uconn. Fisher Institute for Professional the program have real world sales, UNIVERSITY OF CENTRAL MISSOURI process and development of the 215-204-8152 San Marcos, TX 78666 of choice. Sales Internships are edu/undergraduate/professional- Selling sales management and/or compa- www.ucmo.edu/efm/ art of the sale. It is the only sales Students: 58 512-245-3224 provided by 3M, Altria, Graybar, sales-leadership/ Akron, OH 44325 ny leadership experience. Recently Dr. Charles Schwepker program in Oklahoma’s higher Start Year: 2012 Edward Jones, Otis Elevators- William M. Ryan Students: 175 330-972-8084 hired Center Director from Industry [email protected] learning institutions. Accreditation(s): AACSB United Technologies, Rockwell [email protected] Start Year: 2009 to teach and lead industry out- Program Type(s): UMN, UMJ Collins, P&G, and many others. Students: 200 Warrensburg, MO 64093 UNIVERSITY OF CINCINNATI Accreditation(s): AACSB, USCA full reach. Sell.Better.Faster(TM) break- Storrs, CT 06269-1041 Focus Option(s): Entrepreneurship, Students receive SAP training (Roll Start Year: 1992 660-543-8554 http://business.uc.edu/centers/ member, GSSI fast series features industry sales 860-951-1775 Financial Services, Insurance, out Fall Semester 2015). SAP GUI. Accreditation(s): AACSB, USCA Students: 20 sales-center.html Program Type(s): UCO leaders. Very dynamic, practitioner Students: 75 International Business full member, PSE Start Year: 2008 The program has a very strong UNIVERSIDAD DE CHILE oriented program. Dr. Jane Sojka Start Year: 2001 Program Type(s): UCE, UMJ, Accreditation(s): AACSB Sales students are encouraged and active corporate partners’ http://unegocios.uchile.cl [email protected] Accreditation(s): AACSB, PSE to participate in Professional UMN, EC, ET UNIVERSITY OF APPLIED SCIENCES Program Type(s): UCO program. It also has professional Jorge Bullemore Focus Option(s): Entrepreneurship, Carl H. Lindner College of Business Program Type(s): UCO, UMN Development through PSO IN WIENER NEUSTADT UCM makes good use of its State selling student ambassadors. [email protected] Financial Services, Industrial Cincinnati, OH 45221-0145 Focus Option(s): Communication/ (Professional Selling Organization). Industry days are a new edition http://www.fhwn.ac.at/en/FHWN/ Farm Sales Lab by hosting the 513-556-7149 Broadcast Sales, Financial Services, Fox’s PSO offers professional sales Santiago RM, Chile 8330015 Distribution, International Business, Organisational-Units/Departments/ to the program, and some of the annual State Farm Marketing and Students: 300 Insurance, Industrial Distribution, training and hands-on role-play + 56994405513 Medical/Healthcare Sales Market-Communication-and-Sales corporate partners participate in Sales Competition, as well as the Start Year: 2011 Medical/Healthcare Sales, experience to fully understand and Founded in 1992, the Fisher Institute Business Leadership Week. The Students: 30 graduate students Dr. Karl Pinczolits Fastenal Sales Competition. All Accreditation(s): AACSB Technology, Media/Entertainment appreciate the nuances of the sales for Professional Selling is the 2nd program has a founding alumni Start Year: 2000 [email protected] marketing majors and minors Program Type(s): UCO, UEM, The University of Connecticut process. advisory board of directors Accreditation(s): AACSB oldest university Sales Program complete the Professional Sales in the world. It has 32 Corporate Wiener Neustadt, Austria A-2700 UMN, USP, GCE School of Business Marketing representing sales executives from Program Type(s): GE, GF, ET 0043 2622 89 084 ext 311 course. Students from the sales Department offers a Certificate, around the country, and is also Partners at three different levels classes may compete for sales

22 SALES EDUCATION FOUNDATION 2017 TOP UNIVERSITY SALES PROGRAMS 23 full member, GSSI UNIVERSITY OF NEBRASKA Accreditation(s): AACSB North Carolina Sales Institute Program Type(s): UCO, UMN THE UNIVERSITY OF TEXAS Program Type(s): UCE, UCO, AT KEARNEY Program Type(s): USP Greensboro, NC 27402-6170 Students in the Professional Selling AT DALLAS UMN, GE, EC, ET INDUSTRIAL DISTRIBUTION SALES PROGRAM Focus Option(s): Entrepreneurship, 336-334-4413 Program participate in required http://jindal.utdallas.edu/ On an annual basis the program www.unkid.org Financial Services, International Students: 97 internships where they learn tricks academic-areas/marketing/ touches over 1,200 students in Scott Jochum Business Start Year: 2015 of the trade from seasoned sales marketing-undergraduate- some way. The concentration has [email protected] The Center for Sales Excellence Accreditation(s): AACSB professionals. They complete 11 program/ 350 students. There is an active Kearney, NE 68849 is the conduit for the business Program Type(s): UCE, UCO marketing courses—with six of those Dr. Howard Dover business partner mentorship 308-865-8693 community to find professionally Focus Option(s): Entrepreneurship, focusing on business-to-business [email protected] program embedded in the trained, polished, and qualified Financial Services, Industrial sales. Students: 140 Richardson, TX 75080 program. Each student’s capstone candidates who wish to pursue Distribution, International Business, Start Year: 1988 UNIVERSITY OF PORTSMOUTH 972-883-4420 internship/practicum is customized a career in sales leadership. The Technology Accreditation(s): ATMAE www.port.ac.uk Students: 270 to his/her area of interest such power of this program is the Program Type(s): UMJ The NCSI was developed at Start Year: 2012 as media, distribution, sports partnerships formed to bring field Dr. Beth Rogers Focus Option(s): Industrial the request of corporations for Accreditation(s): AACSB, USCA marketing, commercial real estate, experience into the classroom [email protected] Distribution, Technology developing top new sales talent, associate member financial services etc. enabling executives to contribute cutting edge sales research, on- Portsmouth, UK PO1 3DE The degree program focuses Program Type(s): UCE, UCO, UEM, to the professional development going training, and executive +44-2392-844017 UNIVERSITY OF LOUISVILLE on technical sales with a 12 hour GF of students before recruitment. This education for sales leadership. Students: 200 www.business.louisville.edu/marketing internship, sales-oriented technical Focus Option(s): Entrepreneurship, innovative program combines the The mission is to create sales Start Year: 2002 P.S. Raju courses, professional selling/ Financial Services, Insurance, disciplines of the undergraduate understanding, promote sales Accreditation(s): GSSI [email protected] negotiation courses, and role-plays International Business, Medical/ business curriculum with marketing, education, and develop 21st Program Type(s): USP, UCE, ET of sales and branch operations healthcare Sales, Technology Louisville, KY 40292 sales, etiquette and leadership. The century sales leaders through Focus Option(s): Entrepreneurship, functions in The Industrial Distribution Students in the professional sales 502-852-4860 program’s Sales Club and Sales research, education programs, and International Business Simulation Lab. Corporate partners concentration benefit from the Students: 120 Competition provide opportunities partnerships. develop professional relationships Portsmouth offers opportunities involvement of industry-leading Start Year: 2000 for students to extend their with students through exclusive UNIVERSITY OF NORTH CAROLINA for undergraduates and corporate partners, a faculty ded- Accreditation(s): AACSB academic experience beyond the career events. the program works AT WILMINGTON postgraduates on business icated to their students’ education Program Type(s): UEM classroom. exclusively with Wholesale Industrial http://csb.uncw.edu/mkt/majors/ pathways to take options both inside the classroom and out, Real sales readiness training in Distributor and manufacturers. THE UNIVERSITY OF NEW HAVEN mktselling.htm on personal selling, account and a cadre of peers driven to consultative selling, role playing www.newhaven.edu management and sales succeed. Students who complete a UNIVERSITY OF NEBRASKA Dr. Tracy Meyer focused curricula and teaching Charles (Pete) Peterson management. In addition, sales concentration emerge ready AT KEARNEY [email protected] how to become identified in the [email protected] Portsmouth pioneered a specialist for the professional sales work- Cameron School of Business workplace as “someone who gets PROFESSIONAL BUSINESS SALES postgraduate program for account force, resulting in faster ramp-up to West Haven, CT 06515 Wilmington, NC 28403 it” helps the sales students hit the MARKETING PROGRAM managers and sales managers. productivity and reduced turnover www.unk.edu 203-479-4551 910-962-7202 ground running, ramp up faster Assessments focus on developing for employers. and have better results their first Marsha Yeagley Students: 30 Students: 130 a best practice in the sponsoring year selling. [email protected] Start Year: 2010 Start Year: 2013 organization. Neil Rackham is a UNIVERSITY OF TOLEDO Accreditation(s): AACSB www.sales.utoledo.edu Kearney, NE 68845 Accreditation(s): AACSB, PSE visiting professor. UNIVERSITY OF MEMPHIS Program Type(s): UCE, UMN 308-865-8345 Program Type(s): UCO Deirdre Jones Marketing.memphis.edu Focus Option(s): Communication/ THE UNIVERSITY OF Professional selling is designed [email protected] or Marla B. Royne Stafford, Ph.D. Students: 96 Broadcast Sales, Entrepreneurship, SOUTHERN MISSISSIPPI to help students develop the [email protected] [email protected] Start Year: 1975 Financial Services, Insurance, Medical/ www.usm.edu skills they need to be successful Edward Schmidt School of Accreditation(s): AACSB Healthcare Sales, Technology Dr. Leisa Reinecke Flynn Fogelman College of Business in a sales oriented career. The Professional Sales Program Type(s): UEM, EC [email protected] and Economics This growing program accepts professional selling track is more Toledo, OH 43606 Concentration and Minor in Pro- 5) Sales Training Room 6 for larger This program is directed toward Memphis, TN 38152 students with varying majors at the people oriented as highlighted by Hattiesburg, MS 39406 419-530-6133, 419-530-2978 fessional Sales. UCONN’s PSL pro- group sales activities and sales both non-degree seeking 901-678-2499 University and requires that each the professional selling and sales 601-266-4627 gram is the only professional sales presentations to buying committees. individuals and students who are Students: 390 Students: 40 student complete a sales-specific management classes. Students: 50 certificate program in New England pursuing a degree. The PSC will Start Year: 1990 UNIVERSITY OF GEORGIA Start Year: 1990 internship. It Is growing rapidly. Start Year: 2009 at a leading research university. The add value to degree seeking UNIVERSITY OF NORTH CAROLINA Accreditation(s): AACSB, USCA full http://www.terry.uga.edu/ Accreditation(s): AACSB Accreditation(s): AACSB program is committed to advanc- individuals’ program as it will UNIVERSITY OF NORTH ALABAMA www.kenan-flagler.unc.edu member, GSSI, PSE, AMA, NCSM directory/profile/jhulland/ Program Type(s): UCE Program Type(s): UCE ing sales management expertise indicate their competency in www.unasalescenter.com Program Type(s): UCO, UMJ, UMN, David Roberts Focus Option(s): Entrepreneurship, through experiential education, John Hulland The PS minor provides students the field of selling. Non-degree Jerome M. Gafford GCE, GF, EC, ET [email protected] Medical/Healthcare Sales and by developing ethical and [email protected] with an understanding of key individuals will find that it enhances [email protected] Focus Option(s): Communication/ Kenan Flagler Business School strategically-oriented sales profes- Athens, GA 30602 concepts and principles for building their job opportunities and their Southern Miss has a long broadcast Sales, Entrepreneurship, Florence, AL 35632 Chapel Hill, NC 27599-3490 sionals. Partner companies interact 706-542-3764 long-term relationships through a competency in the field, furthering history of placing students with Financial Services, Insurance, 256-765-5240 919-962-3658 with students in the classroom, at customer centric philosophy. their ability to be successful in a companies from the Fortune 500 International Business, Medical/ Students: 250 Students: 100 networking events, and sales roles sales career. Students: 55 as well as smaller, entrepreneurial Healthcare Sales, Technology Start Year: 2006 UNIVERSITY OF MISSOURI Start Year: 2011 play events. Start Year: 2010 organizations. Students enter many Our curricula is integrated, hands- Accreditation(s): AACSB, PSE http://business.missouri.edu/ UNIVERSITY OF NEBRASKA-LINCOLN Accreditation(s): AACSB, PSE, ACB- Accreditation(s): AACSB industries including healthcare, on, and taught by faculty with sales UNIVERSITY OF DAYTON Program Type(s): UCE, UEM programs-and-admissions/ http://cbatest40.unl.edu/academic- SP, USCA associate member Program Type(s): UEM, GF, ET consumer products, retail, capital experience. Students complete a http://www.udayton.edu/ Focus Option(s): Communication/ undergraduate/degree-programs/ programs/programs-and-degrees/ Program Type(s): UCE, UCO, UMJ, Focus Option(s): Entrepreneurship, equipment, oil & gas, business required sales internship. UT is the business/index.php#3 Broadcast Sales, Entrepreneurship, certificate-programs/certificate- sales-center/ UMN, USP, GF Financial Services, International services, and others. The majority only university in the US to require Financial Services, Industrial sales Focus Option(s): Communication/ Anthony (Tony) Krystofik Ravi Sohi, PhD Business, Medical/Healthcare of marketing students start their majors take a purchasing class. Distribution, Insurance, International Wayne Keene Broadcast Sales, Entrepreneurship, [email protected] [email protected] Sales, Technology, Channel Sales careers in sales. Students compete at regional and Business, Medical/healthcare Sales, [email protected] Financial Services, Industrial Dayton, OH 45469-2271 Technology Lincoln, NE 68588 The program integrates sales THE UNIVERSITY OF TEXAS national competitions, maintaining Trulaske College of Business Distribution, Insurance, International 937-371-4552 402-472-2316 strategy and skills through AT ARLINGTON a top 10 track record for over a Professional selling students Columbia, MO 65211 Business, Medical/Healthcare Students: 250 Students: 20-25 undergraduate and graduate http://wweb.uta.edu/marketing/ decade. Our students are hard- must complete an internship and 573-590-2377 Sales, Technology Start Year: 2005 Start Year: 2013 business consulting projects. undergrad_sales.html working and know how to balance participate in the Terry College PSE The recently established sales Accreditation(s): AACSB, PSE Students: 250 Accreditation(s): AACSB, PSE In addition to the sales priorities. Our active advisory Sales Competition. Winners attend program is just one example Fernando Jaramillo Program Type(s): UEM Start Year: 2011 Program Type(s): UCE, EC emphasis, sales strategy and board ensures strategic alignment the National Collegiate Sales of the fact that the College of [email protected] Focus Option(s): Medical/ Competition. The key resources Accreditation(s): AACSB, PSE Focus Option(s): Financial Services skills are a component of with the business community. We Program Type(s): UCE, USP, EC, ET Business is the fastest growing unit the entrepreneurship minor Arlington, TX 76019 actively connect with high school healthcare Sales, Technology for the sales program are an active This program graduated its first class Focus Option(s): Communication/ of this university. It is committed (undergrad), and Sales Strategy is 871-272-2273 students and teachers to maintain The Fiore Talarico Center for Board of Advisors, the State Farm in 2015. There is a strong partnership Broadcast Sales, Entrepreneurship, to continuous improvement of its offered as an elective for the full- Students: 64 and grow enrollments (and job Professional Selling including Sales Laboratory facility, and an with companies for supporting the Financial Services, Industrial curriculum, academic programs, and part-time MBA programs. Start Year: 2013 placements) for the future. UT has a state of the art sales labs was active PSE Chapter, Gamma. program. Distribution, Insurance, Medical/ faculty and staff support, and its Accreditation(s): AACSB customizable scholarship program completed in December 2012. UNIVERSITY OF NORTH TEXAS UNIVERSITY OF HOUSTON Healthcare Sales, Technology UNIVERSITY OF NEW HAMPSHIRE course management technology. Program Type(s): UCE dedicated to professional sales There are five uniquely different A state-of-the-art Sales Laboratory www.unt.edu www.salesexcellence.org This certificate prepares https://paulcollege.unh.edu The Sales Certificate program students (separate sponsorship). selling environments for students to is available for use in role play Dr. Jeffrey Lewin Carl Herman undergraduate students for careers Dr. Tom Gruen is built on a strong theoretical perform sales call role play activities critique. [email protected] UNIVERSITY OF WASHINGTON in six different areas: 1) Sales Lab [email protected] in the highly professional and [email protected] background but emphasizes www.foster.uw.edu/ 1155 Union Circle #311396 Room 1 for one-on-one/two-on-one Houston, TX 77204 dynamic field of sales. Through the Peter T. Paul Center UNIVERSITY OF NORTH CAROLINA applications and practice. The Sales professionalsalesprogram certificate’s required coursework AT GREENSBORO Denton, TX 76203 Certificate Program is available to selling; 2) Sales Lab Room 2 for one- 713-305-7755 Durham, NH 03824 Jack Rhodes and internship, students acquire 940-565-4419 both business and non-business on-one selling/two-on-one selling; 3) Students: 700 603-828-3360 http://bae.uncg.edu/ncsi/ vital skills as well as knowledge of Students: 76 majors. The Professional Sales [email protected] or [email protected] Sales Conference Room 3 for team Start Year: 1995 Students: 45 James S. Boles current best practices in the sales Start Year: 2014 Program Code of Ethics is adopted Michael G. Foster School of Business selling; 4) Sales Lobby Room 4 for Accreditation(s): AACSB, USCA Start Year: 2010 [email protected] impromptu sales discussions, and profession and sales management. Accreditation(s): AACSB by each student in the program. Seattle, WA 98195-3226

24 SALES EDUCATION FOUNDATION 2017 TOP UNIVERSITY SALES PROGRAMS 25 Students: 25 Students: 120 Accreditation(s): AACSB, USCA Students: 30 OTHER NOTABLE PROGRAMS MIDDLE TENNESSEE Start Year: 2013 Start Year: 2011 associate member Start Year: 2006 The following schools provide STATE UNIVERSITY Accreditation(s): AACSB Accreditation(s): AACSB, PSE, Program Type(s): UEM, UCE Accreditation(s): AACSB, PSE opportunities for students to www.mtsu.edu/sales MA Sales Program Type(s): UEM GSSI, USCA associate member Focus Option(s): Entrepreneurship Program Type(s): UEM Dr. Lucy M. Matthews Program Type(s): UCE, UCO, UMN obtain some classroom training The College of Business and The program offers opportunities All students have significant and/or practical experience [email protected] Economics has a prime location The Virginia Tech professional for active student engagement interaction with sales professionals Murfreesboro, TN 37132 Management close to the Twin Cities MSA with sales program came on-line in via extra-curricular activities in performing role plays, specific to professional sales. 615-898-2112 a large concentration of Fortune fall 2012. Every marketing major including sales club, sales interviewing sales people, and Most are working with their universities to establish formal Students may join a sales team that 500 companies. This enables (approximately 750) must take the contests and speakers. required networking events. participates in national sales com- – the longest established students to get internships at basic sales course. Minimum 6 hours of interaction programs. WESTERN CAROLINA UNIVERSITY petitions. They have the opportu- top ranked companies in their with professionals. Sales program course of its kind in the UK WASHINGTON STATE [email protected] nity to complete sales internships, respective industries. In addition alumni and professional sales UNIVERSITY-VANCOUVER sales courses and other prepara- to international sales experience, Dr. Julie Johnson-Busbin trainers provide mentoring. BRIGHAM YOUNG UNIVERSITY www.vancouver.wsu.edu/prosales tory programs. To encourage sales faculty has been teaching sales for [email protected] www.byu.edu skill development and participation Dr. Ronald W. Pimentel WILLIAM PATERSON UNIVERSITY over 20 years. The program has a Cullowhee, NC 28723 Tamara Masters, PhD in national competitive events, a [email protected] www.wpunj.edu/rbisales www.port.ac.uk/ state-of-the-art Sales Laboratory to 828-227-3991 [email protected] corporate-sponsored competition Vancouver, WA 98686-9600 Dr. Prabakar (PK) Kothandaraman across all sections of Personal Sell- reinforce experiential learning. Students: 100 Provo, UT 84602 salesmanagement 360-546-9339 [email protected] ing was created. The program Is UNIVERSITY OF WISCONSIN- Start Year: 2002 801-422-4986 Students: 35 The Russ Berrie Institute for expected to be recognized in the WHITEWATER Accreditation(s): AACSB Students have shadowing Start Year: 2005 Professional Selling Fall, 2017. www.uwwsales.org Program Type(s): UEM experiences as well as consult Accreditation(s): AACSB Focus Option(s): Communication/ Wayne, NJ 07470 NATIONAL UNIVERSITY OF IRELAND 206-685-1913 or 206-616-6134 UNIVERSITY OF WISCONSIN Dr. Jimmy Peltier a firm on a sales force plan. Program Type(s): UCE Broadcast Sales, Entrepreneurship, 973-720-3880 http://www.nuigalway.ie/courses/ Students: 187 OSHKOSH [email protected] www.uwosh.edu Focus Option(s): Technology International Business Students: 200 CALIFORNIA POLYTECHNIC STATE taught-postgraduate-courses/ Start Year: 2001 Institute for Sales Excellence All marketing majors are required A basic sales course is a require- Start Year: 2003 UNIVERSITY marketing-professional-selling-sales. Accreditation(s): AACSB Dr. Bryan Lilly Whitewater, WI 53190 to take the professional sales ment for all business majors. The Accreditation(s): AACSB, USCA http://calpoly.edu/ html#course_overview Program Type(s): UCE [email protected] 262-472-5474 Focus Option(s): Communication/ option and a professional sales University partners with companies full member, PSE, GSSI Lisa Simon Dr. Declan Fleming Oshkosh, WI 54901 Students: 275 Broadcast Sales, Entrepreneurship, certificate is available to students to provide students with lead gen- Program Type(s): UMJ, UMN, ET [email protected] [email protected] 920-424-7201 Start Year: 2011 Financial Services, Industrial in any major. WSU Vancouver erating experience as part of the Focus Option(s): Entrepreneurship, Orfalea College of Business J.E. Cairnes School of Business and Students: 25 Accreditation(s): AACSB, PSE, Distribution, Insurance, International was the overall Team Champion coursework, and a call center has Financial Services, Industrial San Luis Obispo, CA 93407 Economics Start Year: 2012 USCA full member, AMA Business, Medical/Healthcare for the 2007 National Collegiate been established for role-play and Distribution, Insurance, Medical/ 805-756-5380 Gallway, Ireland Accreditation(s): AACSB Program Type(s): UCE, UEM, UMN Sales Competition (NCSC), Healthcare Sales, Technology Sales, Technology constructive feedback. Sales classes are taught through + 35391492741 Program Type(s): UEM Focus Option(s): Entrepreneurship. besting student teams from 43 The Husky Sales Club (a registered As the first to offer a separate the Department of Marketing and Significant core Marketing and Focus Option(s): Communication/ Financial Services, Industrial other universities. The program WESTERN KENTUCKY UNIVERSITY student organization and an arm of degree in Professional Sales, RBI the Agribusiness program. They International Business modules broadcast Sales, Entrepreneurship, Distribution, Insurance, Medical/ also serves the recruiting needs www.wku.edu/gfcb/cps the Sales Program) hosts a business offers an integrated competency- focus on developing foundational complement Sales Modules. Financial Services Industrial Healthcare Sales, Technology of businesses in the Portland, OR Dr. Lukas P. Forbes partner Speaker Series throughout based curriculum, sales faculty selling skills with an eye toward Distribution, Insurance, Medical/ With seven different sales classes metro area. [email protected] NORTHEASTERN UNIVERSITY the academic year and also hosts with sales experience, total technology. healthcare Sales, Technology the program is serving another Bowling Green, KY 42101 experiential-based learning built http://damore-mckim.northeastern.edu a Sales Career Fair. The Foster Pro- WEBER STATE UNIVERSITY Students take the three required large set of students who have EAST CAROLINA UNIVERSITY fessional Sales Program concludes 270-745-2993 around case studies, projects Jay Mulki, PhD sales courses as one integrated not proclaimed sales but end up http://www.weber.edu/sales http://www.ecu.edu/cs-bus/ each academic year with a “Busi- Students: 250 and role-plays in state-of-the-art [email protected] cohort class. Semester involves in sales. Numerous non-credit Mikelle Barberi Weil ness Partners Appreciation “ break- Start Year: 2007 behavioral laboratories, along with Jason Rowe Boston, MA 02140 high participation with area sales certificate programs are [email protected] fast. The audience includes support- Accreditation(s): AACSB, USCA e-portfolios that demonstrate their [email protected] 617-373-5740 sales professionals via a Sales offered out of the Sales Institute; Alan E. Hall Center for Sales Excellence capabilities. ing business partners, graduating full member Greenville, NC 27858-4353 This program is not formally Conference, a Career Symposium, totally over 400 students attend Ogden, UT 84408 “Certificate” students, students who Program Type(s): UMJ, UMN WINONA STATE UNIVERSITY 252-737-4342 recognized by the university, but field trips, ride-alongs, and a set of annually. There are three internal 801-626-6913 are candidates for the program, The Center offers five different sales www.winona.edu role play competitions coached by sales competitions not counting The program is awaiting official it is accredited by AACSB business school Dean’s, and faculty. Students: 500 courses found within either a sales professionals. those done for sending students Marianne Collins approval of a Certificate program and offers an undergraduate The Foster Professional Sales Pro- Start Year: 1985 major or sales minor. Within the out to other sales competitions. [email protected] which is expected to be offered in minor to sales students. gram is affiliated with the Center for UNIVERSITY OF WISCONSIN- Accreditation(s): GSSI, USCA full minor, more than 20 different majors The program has a UWW Sales Winona, MN 55987 Fall, 2017. Sales and Marketing Strategy. PARKSIDE member are represented. A corporate OHIO DOMINICAN UNIVERSITY Team, and AMA Sales Team, 507-457-5196 www.uwp.edu/departments/ Program Type(s): UMJ, UMN, EC partnership program allows EURIDIS BUSINESS SCHOOL www.ohiodominican.edu UNIVERSITY OF WISCONSIN- and a PSE Sales Team. There are business/sales.certificate/index.cfm Focus Option(s): Communication/ for numerous guest speakers, Students: 115 www.euridis-ecole.com Richard Buehrer EAU CLAIRE about 40 sponsoring companies broadcast Sales, Entrepreneurship. internships, and employment Start Year: 2011 Bernard Hasson [email protected] http://www.uwec/academics/ Dr. Peter Knight coming to campus each year. Financial Services, Industrial opportunities for sales students. Accreditation(s): AACSB, GSSI, [email protected] college-business/departments- [email protected] There are six role-playing labs plus Columbus, OH 43219 Distribution, Insurance, International PSE, USCA associate member Saint Denis, Ile de France 614-251-4732 programs/management- Kenosha, WI 53141-2000 a professional video production Business, Medical/Healthcare WESTERN MICHIGAN UNIVERSITY Program Type(s): UMN France 93210 The program is off to a great start. marketing/academic-offerings/ 262-595-2415 facility. Sales, Technology www.hcob.wmich.edu/mktg The program offers to its students +33 1 55 99 98 30 There are two required sales cours- sales-center/ Students: 30 Dr. Steve Newell UNIVERSITY OF WYOMING This center, opened in 2013, many opportunities to experience This program has been serving es and a required internship. The Dr. Bob Erffmeyer Start Year: 2010 www.uwyo.edu/business enhances current curricula in one [email protected] real business situations through [email protected] Accreditation(s): AACSB undergraduate and graduate program is expected to double in Mark P. Leach, PhD of the best four-year sales degrees Haworth College of Business internship programs, tours to students since 1998. While it is not size and faculty are excited to be Eau Claire, WI 54701 Program Type(s): UCE [email protected] in the nation by providing quality Kalamazoo, MI 49008-5430 companies, guest speakers from accredited by an external body the offering a Minor in sales. 715-836-4644 Focus Option(s): Entrepreneurship, training for today’s new sales 269-387-6166 business and industry, and research Financial Services, International Laramie, WY 82071 requirements for its programs are Students: 125 economy. By creating quality opportunities. REINHARDT UNIVERSITY Business 307-766-3655 Students: 310 impressive. Start Year: 1995 sales training programs and Start Year: 1999 http://www.reinhardt.edu/ Students: 30 XAVIER UNIVERSITY OF LOUISIANA Accreditation(s): AACSB, USCA The program requires a course opportunities and aligning the Accreditation(s): AACSB MIAMI UNIVERSITY Walter Beck Start Year: 2016 www.xula.edu/business associate member, PSE in selling financial services. Using sales profession with the increasing Program Type(s): UMJ http://miamioh.edu/fsb/ [email protected] gaming/role-play software Accreditation(s): AACSB need in corporate America for Amanda Helm academics/marketing/index.html Program Type(s): UEM, ET The Harold Ziegler Interactive Waleska, GA 30183 (Momentium) reinforces key Program Type(s): UEM professionals to combine user- [email protected] Focus Option(s): Marketing Sales Labs allow students to Don Norris, Ph.D. 770-720-5600 Analytics, Entrepreneurship, concepts. A capstone project The University of Wyoming recently driven product development with New Orleans, LA 70115 [email protected] in Personal Selling requires conduct role-plays and sales The program prepares students Financial Services, Insurance hired an endowed chair in sales, to true customer expectations. The 504-520-5044 Oxford, OH 45056 developing and executing a presentations. Sales faculty have for careers as sales and marketing Students that complete the Profes- complement Its new Sales Initiative. center sets itself apart from similar Students: 20 513-529-1217 professional sales presentation to sales related business experience. professionals and has been in exis- sional Sales Emphasis take classes The Sales Initiative will include a sales centers by being the first and Start Year: 2002 a senior industry buyer based on WMU students have been Despite the lack of a formal sales tence since 2006. such as Professional Selling, Sales sales internship program, a sales only one of its kind among Utah’s Accreditation(s): ACBSP a real life RFQ. UW Parkside Sales successful in multiple national program, students complete one Management, Advanced Sales mentorship program, a sales com- public universities, and being the Program Type(s): UCO, UMN SAN DIEGO STATE UNIVERSITY Certificate was launched as an sales competitions. The student- required sales course and may se- Topics and Marketing Analytics and petition team, and a sales execu- only four-year sales program of its http://cbaweb.sdsu.edu/ online flexible option in March 2015 run Sales and Business Marketing The business program offers a lect electives from other Marketing Technology. Students use AC Niel- tive-in-residence program. kind in the nation. marketing/sales with nationwide promotion. Association has 100+ members. All number of dynamic and exciting courses and related technical areas son data in their classroom expe- VIRGINIA POLYTECHNIC INSTITUTE WEST VIRGINIA UNIVERSITY faculty members have real-world programs for undergraduate inside and outside the Farmer Suzanne Finch riences. In addition, UW-Eau Claire UNIVERSITY OF WISCONSIN- AND STATE UNIVERSITY www.be.wvu.edu sales experience. students and prepares them well to School of Business. Students can [email protected] hosts the Great Northwoods Sales RIVER FALLS www.marketing.pamplin.vt.edu take leadership roles in corporate San Diego, CA 92182 Michael F. Walsh, PhD WIDENER UNIVERSITY join Gamma Gamma Chapter of Pi Warm Up which gives students http://www.uwrf.edu/cbe America. Sales class students sell 619-594-0206 Brian K. Collins [email protected] www.widener.edu Sigma Epsilon. Graduates have a hands-on selling experience and Ozcan Kilic [email protected] ads for the student newspaper and 100% placement rate in career sales Starting in the fall semester of 2013, Morgantown, WV 26506 Dr. Mary E. Shoemaker feedback from sales professionals. [email protected] log those sales in SalesForce.com. positions. the Marketing Department of the Blacksburg, VA 24061 304-293-7960 [email protected] College of Business Administration River Falls, WI 54022 540-231-9621 Students: 60 715-425-4330 Chester, PA 19013 offered the Professional Start Year: 2010 610-499-4331

26 SALES EDUCATION FOUNDATION 2017 TOP UNIVERSITY SALES PROGRAMS 27 Selling and Sales Management UNIVERSITY OF MUENSTER Specialization to undergraduates. http://www.marketingcenter.de/ Students participate in the 3M ifm/en/index.phpmar Frontline Sales Program and Dr. Manfred Krafft Neil Rackham Research internships through the College [email protected] of Business Internship program. Grants Make an Impact Muenster, Germany 48143 PI SIGMA EPSILON (PSE) (Continued from page 11) TEXAS CHRISTIAN UNIVERSITY +49 251 83 25025 www.neeley.tcu.edu This program began in 2003 and Dr. Zach Hall consists of a Sales Management [email protected] course. AT THE CROSSROADS: Fort Worth, TX 76129 UNIVERSITY OF TAMPA 817-257-5068 Ut.edu Where Sales Professional, Student and Faculty Meet This program is in the Shane Smith exploratory phase with 36 [email protected] students in the sales classes. Tampa, FL 33606-1490 UNIVERSITY OF ARIZONA 813-257-3586 www.arizona.edu This program offers sales Jim McLean as an undergraduate elective [email protected] to approximately 50 students Tucson, AZ 85641 annually. 520-621-2609 VILLANOVA UNIVERSITY This program is in the exploratory www.villanova.edu/business/ phase providing two sales classes. Greg Bonner UNIVERSITY OF COLORADO- [email protected] Founded in 1952, Pi Sigma Epsilon (PSE) is the nation’s only co-ed professional BOULDER Villanova, PA 19085 colorado.edu 610-519-4352 fraternity in marketing, sales management and selling. The organization has grown Brian Higgins Villanova’s College of Business THERE’S MORE WHERE on campuses across the US with more than 60,000 initiated members, garnering [email protected] offers two sales courses, Leeds School of Business Professional Selling and Sales increased attention from local, regional and national companies who seek to hire Boulder, CO 80309 Management, through their PSE students uniquely prepared to enter the workforce—and succeed. 303-475-3622 Department of Marketing and THAT CAME FROM... Business Law. The University A track of courses is offered to hosts alumni events to assist As we enter our 7th year of the SEF/Neil prepare students for positions alumni working in the sales in professional selling. Faculty rely industry. Students have Rackham Research Grants, we look forward PSE fosters experiential learning, collaboration and The program is made possible with the generous heavily on members of the sales participated in the Career competition. At the campus level, and during regional support of sponsoring companies: Liberty Mutual, and business community to par- to continuing our support of sales and sales Development Program and and national events, students work together to apply Northwestern Mutual and Vector Marketing. ticipate in one to one mentoring at annual sales competitions. management research. We will also continue and panel discussions. Professional academic concepts, strategic thinking and complex Selling students are required to to highlight the outputs of these projects as problem solving to real and simulated business The Pro-Am Sell-a-Thon® is just one example of the develop sales “playbooks.” Sales they work their way through the publishing situations. Student-run chapters are supported by a vast many opportunities PSE offers its members to prepare Management students are focused heavily on a case method of study. process. As you can see from the studies network of dedicated faculty, sales professionals and them for a successful future. PSE offers numerous other competitive opportunities annually that recognize both UNIVERSITY OF MICHIGAN above, good research produces valuable alumni, and a national headquarters staff, who challenge them to be pushed outside the boundaries of their individual and chapter accomplishments, including more https://michiganross.umich.edu/ insights that have practical implications for the Follett Carter comfort zones. PSE is open to all majors and all students than $60,000 in scholarships and 20 chapter awards given [email protected] sales profession. If you’d like to learn more with an interest in advancing one’s professional and each year. Ann Arbor, MI 48109 about our research initiatives or to participate personal skills. 239-848-2491 in the effort, please contact us for more The organization seeks to expand to new campuses where there is an interest in building strong ties among This program offers 120 students information. PSE competitions ignite a competitive spirit that drive sales classes. performance, bringing national attention to individual students, faculty and industry professionals with a shared mission to develop and foster skills in the discipline of UNIVERSITY OF MINNESOTA, Jason Jordan students, chapters and sponsoring universities and DULUTH Partner, Vantage Point sales programs. PSE’s signature competition, the Pro-Am sales and marketing. Whether you are a faculty member http://www.d.umn.edu/~scastleb/ Performance Sell-a-Thon®, exemplifies the organization’s mission looking to create or expand upon a sales program, or Dr. Stephen Castleberry a recruiter looking to hire interns or college graduates [email protected] by providing professional skill development and a with demonstrated proficiency in the areas of sales Duluth, MN 55812 real-world sales experience for participating students. 218-726-6314 It promotes sales as a career and provides many benefits and marketing, we invite you to learn more about this This program is in the exploratory to participating students including professional sales dynamic and growing organization. phase with 40 students in the sales training, an authentic B2B sales simulation, coaching and classes. insights from professionals and exposure to many of To find out more about PSE please contact Glenn UNIVERSITY OF MISSISSIPPI PSE’s corporate partner companies. Altstadt, Development Manager, glenn.altstadt@pse. http://www.olemissbusiness.com/ org, or Joan Rogala, CEO, [email protected]. Marketing/faculty.html As the selected content provider for the Pro-Am Sell- Douglas W. Vorhies, Ph.D. a-Thon® Carew CEO Jeff Seeley shared his enthusiasm [email protected] 2017 SEF/NEIL RACKHAM RESEARCH Glenn Altstadt University, MS 38677 for the competition and collaboration with PSE. “These Development Manager 662-801-4738 GRANT CALL FOR PROPOSALS events are a natural extension of what we do for Joan Rogala This program was recognized in corporate clients every day. It is both our mission and CEO, Pi Sigma Epsilon 1990 by the university and serves , our responsibility to ensure these students leave the 180 students by providing an un- OPEN UNTIL MAY 31 2017 dergraduate specialty offering two Pro-Am competition with greater insight, confidence and sales courses. FOR MORE INFO VISIT THE SEF WEBSITE real-world selling skills,” stated Seeley. “We have great [email protected] 414-328-1952 WWW.SALESFOUNDATION.ORG respect and admiration for PSE, and we welcome the opportunity to continue this partnership.”

28 SALES EDUCATION FOUNDATION PSE AT THE CROSSROADS 29 HAVE YOU EVER THOUGHT ABOUT BECOMING A PROFESSOR? AS DEMONSTRATED IN THIS YEAR’S THE FOLLOWING SCHOOLS HAVE Ph.D. OR D.B.A. PROGRAMS SALES EDUCATION FOUNDATION IN MARKETING WITH AN OPTION TO FOCUS ON SALES.* CHOOSE A ANNUAL, UNIVERSITY SALES APPLY NOW AND BECOME A SALES PROFESSOR! DIFFERENT PATH– EDUCATION HAS BEEN GROWING AT AN EVER-INCREASING RATE. UNIVERSITY PRIMARY CONTACT(S) BECOME A SALES CERTAINLY, THAT HAS BEEN OUR Florida State University Dr. Leff Bonney, [email protected] EXPERIENCE AT THE UNIVERSITY Dr. Ajay Kohli, [email protected] PROFESSOR! Georgia Tech University SALES CENTER ALLIANCE. Dr. Goutam Challagalla, [email protected] Dr. Frank Cespedes, [email protected] Harvard University Dr. Das Narayandas, [email protected] Dr. Doug Chung, [email protected] Dr. Scott Mackenzie, [email protected] Indiana University Dr. Girish Mallapragada, [email protected] Dr. Brian Rutherford, [email protected] Founded in 2001 by nine universities recent and, although universities students are hard-working and Kennesaw State University seeking to respond to corporate are more aware of the need for competitive. My experience suggests Dr. Terry Loe, [email protected] demand for skilled sales professionals, sales education, doctoral granting they become more engaged in their Louisiana Tech University Dr. Sean Dwyer, [email protected] the USCA now comprises 43 associate universities have not yet adjusted. coursework than other students, and Dr. Doug Hughes, [email protected] and full members, with several As noted by Suzanne Fogel and they are eager to learn and improve. Michigan State University applications in process. We continue colleagues in the Harvard Business This attitude makes the time spent in Dr. Stephanie Mangus, [email protected] to work toward the advancement of Review, Ph.D. programs in sales do the classroom incredibly satisfying and Dr. Karen Flaherty, [email protected] the sales profession through quality not exist, and only a few programs worthwhile. Oklahoma State University sales education, research, and the routinely encourage Ph.D. candidates Dr. Todd Arnold, [email protected] sharing of best practices. in marketing and other disciplines to In a former life, I was a retail buyer Texas A&M University Dr. Mark Houston, [email protected] focus on sales. It is noteworthy that of who sat on the other side of the Texas Tech University Dr. Bob McDonald, [email protected] As companies continue to demand the 88 Ph.D. students who graduated table from numerous salespeople. sophisticated entry-level salespeople with doctoral degrees in Marketing in Ten years into my career, I decided University of Alabama Dr. Nick Panagopoulos, [email protected] possessing the consultative, analytical to become an academic and this 2016, only six were categorized in an University of Arizona Dr. Mrinal Ghosh, [email protected] and technological skills needed to “other” category that included ethics, change of course has been the best resolve complex customer issues, we innovation, entrepreneurship, and career move imaginable. It has resulted Dr. Sonny Lam, [email protected] fully expect the number of universities sales/sales management. in the most interesting and meaningful University of Georgia Dr. John Hulland, [email protected] offering sales majors, sales minors, life I could have ever desired. If you Dr. Sundar Bharadwaj, [email protected] sales concentrations, and sales courses Fortunately, this lack of supply results would like more information about to continue to grow dramatically. in a tremendous opportunity for pursuing a Ph.D. with a specialization Dr. Mike Ahearne, [email protected] Importantly, this rapid growth of those considering a career as a sales in sales, feel free to contact me at University of Houston Dr. Steve Brown, [email protected] university sales programs, combined professor! If you are already pursuing [email protected]. Or, you can Dr. James Hess, [email protected] with an organizational need for sales a doctoral degree in marketing or a contact the faculty members listed. research provides insight into complex related field, the members of the USCA Each of these sales thought leaders can Dr. Nilandri Syam, [email protected] sales issues and problems, is driving strongly encourage you to specialize be found at Ph.D.-granting institutions Dr. Srinath Gopalakrishna, [email protected] demand for Ph.D.-qualified sales faculty in sales. And, if you are pursuing and can provide insight regarding the University of Missouri Dr. Murali Mantrala, [email protected] members at a rate that has outpaced a career in sales and have always life of a sales academic and the details Dr. Lisa Scheer, [email protected] supply. thought about becoming an academic, of their respective programs. We look Dr. Shaoming Zou, [email protected] please consider pursuing a Ph.D. with a forward to hearing from you! Several constraints have resulted in specialization in sales. University of Mississippi Dr. Doug Vorhies, [email protected] a limited quantity of qualified sales University of Nebraska Dr. Ravi Sohi, [email protected] professors possessing Ph.D.’s. First, The benefits of becoming a sales the extensive use of role plays in sales academic are many. It is a distinct University of South Florida Dr. Andrew Artis, [email protected] classes necessitates a smaller class size pleasure to help students develop the University of North Texas Dr. Jeff Sager, [email protected] (e.g., 20-25 students), resulting in more knowledge and skills that will serve Dawn Deeter-Schmelz Dr. Fernando Jaramillo, [email protected] class sections and a need for more them well throughout their lifetimes. Kansas State University, University of Texas at Arlington sales faculty. Sales faculty are not just teaching USCA President Dr. Raj Agnihotri, [email protected] students; we are developing business University of Virginia Dr. Tom Steenburg, [email protected] Second, the sheer rapidity of the professionals capable of changing growth in sales programs is relatively the business world. Moreover, sales University of Washington Dr. Rob Palmatier, [email protected] University of Wisconsin—Madison Dr. Noah Lim, [email protected] West Virginia University Dr. Mike Walsh, [email protected] This information is provided by the University Sales Center Alliance (USCA). http://www.universitysalescenteralliance.org/ *This list has been prepared by the University Sales Center Alliance | http://www.universitysalescenteralliance.org/

30 SALES EDUCATION FOUNDATION HAVE YOU EVER THOUGHT ABOUT BECOMING A PROFESSOR 31 DIGITALLY MORPHING THE SALES CURRICULUM

RECENTLY, YOU GET A SENSE THAT SALES AND MARKETING ARE NOT QUITE THE SAME AS THEY WERE A FEW YEARS AGO. WE HAVE HEARD CEB SAY THAT CUSTOMERS ARE technology performance. Universities can serve as the sales environment in real time in both the undergraduate 57% THROUGH THE BUYER JOURNEY BEFORE THEY CONTACT A SALES PERSON. training ground for the future sales force and can prepare and graduate curriculum with syllabi that are agile to the Further research suggests that complex sales are getting bogged down with students for the new era of selling. By partnering with Sales state of sales each year. 5.4 influencers in the buying process. Marketing automation is more commonplace Education Foundation and University Sales Center Alliance WHAT IS THE RESULT? as well as better executed. Salesforce automation is more mature with an explosion recognized sales programs, corporations can partner to Our Sales students are more engaged, technology of applications that work directly with Salesforce.com and other platforms to help develop a digitally native, high performing sales force! accelerate sales organization performance. This new world of automation is bringing aware, and better prepared for strategic questions and the promise of predictive analytics, higher performance, and artificial intelligence into 57% WHAT CAN BE DONE? discussions during their interviews. Students appreciate the sales strategy space. Meanwhile, buyers are now expecting new engagement due Of customers are through the Given these compelling facts, our program at the the continuity of early and continuing exposure to industry buyer journey before they University of Texas at Dallas is on a journey to digitally relevant sales technology. The students have first hand to behavioral changes brought on by social, mobile and the sharing economy. This is contact a sales person. not your younger sibling’s sales world, let alone your parents. morph our curriculum. As shown in (Figure A), we have knowledge on both use and challenge of sales stack use integrated sales stack technology into our existing and deployment due to the course experiences. This curriculum, competitions and projects. We have done first-hand knowledge leads our students to ask more this in phases to allow our faculty to learn and adapt their appropriate questions during corporate interviews. class lectures and activities to these new innovations. Our corporate partners benefit by co-development WHAT IS THE CHALLENGE? professionals via a warm introduction than cold outreach Additionally, we have developed a couple of new courses, of best practices, an informed talent pool, and higher namely Digital Prospecting and Digital Sales Strategy. For Sales programs across the country, the challenge is according to LinkedIn. Social sellers are 51% more likely performing and competent entry-level sales talent. These courses allow us to directly address the changing real. Sales and Marketing automation goes much beyond to exceed quota, 300% more likely to go to presidents We work with our corporate partners to co-develop introducing platforms such as Eloqua, Oracle, Marketo, club, and get promoted to VP 17 months faster than non- best practices and allow us to develop appropriate SAP, NetSuite, Salesforce.com, or Constant Contact to name social sellers. At Sales Connect in 2015, Microsoft showed FIGURE A: and relevant curriculum. Our alumni are able to make a few. While some of our textbooks, journal articles, and that social sellers produced 1.7 times more opportunities PROCESS FOR EVOLVING immediate contributions since they are digitally and sales HBR articles provide basic coverage of funnels in sales and and between 1.2-5 times more revenue than non-social THE SALES CURRICULUM stack aware! This awareness leads to faster ramp up, higher marketing, the industry is moving to convergence or fusion sellers! Yet, less than 2% of existing sales people have PHASE 1: ALL ROLE-PLAY EXERCISES USE SALES STACK performance and provides our corporate partners with a of customer touch point teams, functions, and strategy. Our a Social Selling Index score higher than 70 points, an TECHNOLOGIES AS THE PRODUCT SOLD. leadership pipeline for key technology initiatives. • Salesforce.com for Intro to Sales role play competition job of teaching relevancy has become challenged by the industry accepted indicator of social selling. • HireVue and Sales Navigator for Advanced Sales competition CONCLUSION ‘app explosion’ that leads most innovative companies to WHAT IS THE OPPORTUNITY? STUDENTS USE SALES STACK TECHNOLOGIES A recent Forrester report proposes that the B2B sector will deploy a stack of applications that integrate with existing If, as stated in numerous vendor and industry FOR SEMESTER LONG PROJECTS lose over 1 million sales jobs between 2015 and 2020. They sales automation, CRM, and marketing automation systems. • Students use LinkedIn to Develop their own Network presentations, digitally native sales people are able (Dover, Peterson, and Shelden 2015) propose that firms will automate away the order taking How do we address the current concepts of industry to produce from 1.5 to 5 times the results of their peers, • Students use LinkedIn.com and Salesforce to obtain and redundant tasks that exist in sales. Many of these jobs including Sales Force Automation, Sales Operations, we are in the midst of an existential opportunity. Firms corporate judges for live events that exist today will be altered by the current wave of • Account Management team uses Salesforce and LinkedIn’s Sales Enablement, Marketing Automation, Digital Sales, who adopt more efficient methods of selling and adapt “Sales Navigator” to secure corporate sponsors for program technology innovation at the intersection of marketing and and Social Selling in our existing sales curriculum? Is it our to buyers new modes of buying should experience CREATE COURSES THAT ADDRESS DISRUPTIVE sales. Are organizations and universities prepared for this responsibility to make our students sales and marketing competitive advantages. With increased performance, INNOVATION IN SALES AND MARKETING future? It might be time to start that journey so that your stack technology aware? How does this onslaught of comes increased pay for all levels of the sales organization. • Undergrad course: Digital Prospecting team has the competitive advantage in the marketplace • Grad course: Digital Sales Strategy technology and innovation change the way buyers buy Sales organizations can become leaner (force reduction) of the future! and sellers sell? Is our curriculum up to the task of the and/or expand into previous unprofitable or risky PHASE 2: DEEPER SOCIAL SELLING AND SALES Dr. Howard Dover STACK INTEGRATION MORPH modern sales environment? segments. Director, Center for • Deploy Sales Navigator throughout UG curriculum Professional Sales Business to business buyer behavior has changed. One of the biggest challenges faced by industry is to • Social Selling Index Competition for both Intro University of Texas IDC reports that 75% of B2B buyers use social media to develop a sales force ready for the new environment. and Advanced Courses • Support Social Selling with modules in Intro and Advanced Courses at Dallas make purchasing decisions. Linkedin in reports that only Developing a sales force with an ability to make 4% of buyers would have a favorable impression of a BUYERS JOURNEY MORPH technology spend payoff is a challenge faced by most • Buyer journey modules in Sales classes salesperson who reached out via a cold call while 87% companies in today’s marketplace. Both companies and • Development of Playbooks for projects would do so if introduced via a professional network! University Sales Programs have a unique opportunity to in both Intro and Advanced courses Buyers are five times (5X) more likely to engage with accelerate the rate of digital tool adoption and sales stack

32 SALES EDUCATION FOUNDATION DIGITALLY MORPHING THE SALES CURRICULUM 33 ANY HESITATIONS I HAD WERE OBLITERATED WHEN I HEARD AND people and recent graduates to SAW THE REACTIONS FROM OUR SPONSORS AND STUDENTS: participate is a challenge because they have demanding schedules and • “IF I DIDN’T SPONSOR AND COME TO THIS COMPETITION, HOW WOULD have an opportunity cost associated I HAVE EVER FOUND THIS AMAZING STUDENT FOR OUR INTERNSHIP?” with coming out of the office/field. They need multiple and strong • “I TOTALLY WANT TO BE A SALES MAJOR NOW!” reasons to engage, and the UTISC is • “I AM INTERVIEWING WITH 3 COMPANIES NEXT WEEK!” a well-positioned and attractive tool for companies to streamline their team “Thank you for providing this opportunity to engage the students in multiple involvement and improve recruiting settings. While I certainly enjoyed the engagement during the competition, success. I also was blown away by the professionalism shown by your students hosting the event. They were cool and calm under pressure, and I found a few of them While internships play an obvious to be potential fits for our sales intern positions.” and important role in recruitment, the launch of the UTISC also aligned well with the rise in two other recruitment That’s when I remembered that With a year or more before and on-boarding practices. The first people don’t know what they don’t graduation, the students were highly is a stronger focus on getting top know. It’s not like the sponsor would engaged in the UTISC’s 1-1 Coaching/ talent and putting them in a sales be speaking to that student in his/her Interviewing Sessions and Career Fair. leadership development program sales class because sales classes are By the time the competition ended so they are fast tracked and given the for upper division students. Even if and in the coming days/weeks, there training, mentors, and experiences that student went to the Job Fair, they were intern hires made and solid that improve selling results and would have most likely been brushed pipelines for the following academic retention. Succession planning is off or only encouraged to stay in touch year. The UTISC students and sponsors acutely real when it comes to the because of their graduation date. The both went into the next academic highly talented. The second practice opportunity to find top talent first and year with a shortlist and established is some companies are looking to provide meaningful interactions to relationships. Even our UT students hire students for two summers so they give companies peace of mind and that worked behind the scenes to can expose the students to more of students relevant internships was run the UTISC networked and got their business and sales process. You absent. Absent! internships with companies like 3M, need ample runway to try and give Penske, and Quicken Loans. Filling that critical gap for companies, both parties an opportunity to take a students, and universities is why we The UTISC also included fun and deeper dive like that. launched the University of Toledo memorable entertainment with a The UTISC benefits its sponsors to Invitational Sales Competition (UTISC) Toledo Walleye hockey game. Semi- be the first to zero in on the nation’s in 2016. The UTISC is the nation’s first finalists were announced on the big top and available sales talent while and only national sales competition screen in a special announcement also helping younger students to dedicated exclusively to juniors, during intermission. Raffle prize develop and aiding universities sophomores, and freshmen. No winners from the Career Fair got to to grow sales enrollments. We are seniors allowed! ride the Zamboni or play musical bean grateful and excited to work with such bag chairs on the center ice. Sponsors The prospect profile was focused talented university sales programs passed out raffle tickets to students on selling in a channel and 3MTM’s and proactive companies and look during the Career Fair to give them NECESSITY IS THE MOTHER OF INVENTION. TOO MANY OF MY CONVERSATIONS WITH VHBTM Tape which helped the UTISC forward to the future of the UTISC! to deliver an experience that was informal feedback on how well the COMPANIES WERE ABOUT THEIR SERIOUS STRUGGLES TO FIND AVAILABLE SENIORS. relevant, complex, approachable, and students prepared and interacted. Deirdre Jones, M.B.A. attractive. Getting companies to commit the FINDING TOP SENIORS WHO WERE ALSO AVAILABLE WAS AN EVEN BIGGER HURDLE. Director and Instructor Our inaugural year included 90 time, talent, and treasure needed Edward H. Schmidt School students from 31 universities and 10 for them to see better results in of Professional Sales sponsors, and we had a wait list of their collegiate sales recruitment University of Toledo universities. Universities such as requires ongoing coaching. A Our robust sales program had active with the University Sales Center even sophomores and freshmen Baylor University, Ball State University, recommendation for companies from challenges too, we needed to grow Alliance (USCA) and other groups, into our Internal Sales Competition. Western Michigan University, the Harvard Business Review in 2014 enrollment to keep up with corporate we knew that colleagues at other We made a new division for them to and more came to compete. The (and one that we know we share with demand, and we were running out university sales programs had the level the playing field and to provide universities were so pleased at being other university sales programs) is of students for our Internal Sales same challenges. transparency for sponsors and able to have a platform for growing to bring your top people and recent Competition because they were graduates to collegiate recruiting Something meaningful had to change. students. These younger students their own sales enrollments and already placed with great companies interactions because people and After facing my own concerns about were chomping at the bit to shine developing younger talent that most (many were placed before or shortly cultural fit is the #1 factor that the readiness of younger students, I outside the shadow of a senior. brought alternate students to the after senior year started). Being Millennials consider when choosing agreed to allow the new juniors and competition. an employer. Getting highly placed

34 SALES EDUCATION FOUNDATION FINDING TOP TALENT 35 UNIVERSITY SALES COMPETITIONS GLOBAL BILINGUAL SALES COMPETITION (FIU-GBSC) | FLORIDA INTERNATIONAL UNIVERSITY

Unique Events Showcase the Next DATE: March 8-11, 2017 YEAR FOUNDED: 2016 CONTACT: Dr. Nancy Rauseo, [email protected] FIU’s Global Bilingual Sales Competition is the only competition of its kind, bringing students from across the globe to Generation of Sales Professionals compete in both English and Spanish. The competition consists of simulated role plays in which students sell to a buyer University sales competitions provide opportunities for professional sales students to showcase their talents while from a global organization. Students must conduct sales calls in English only, Spanish only and English/Spanish. The role networking with fellow students and potential employers. Some competitions focus on regional attendance, while plays will be conducted in FIU’s Global Sales Lab, housing 12 rooms equipped with recording capabilities. Judges and sponsors will have access to live videos. many others have become international in nature, attracting students all over the world. These events vary in format, from role-play, team selling and speed selling, to “elevator pitch” exercises. Sales competitions have become “the” ADDITIONAL EVENTS: Networking opportunities premier venues for top sales organizations to meet the future generation of sales professionals and see them in action. University Sales students recognize these events are opportunities to refine their classroom skills in highly competitive http://fiucompetition.com/ environments. Top sales organizations send representatives to serve as judges, prospects or buyers. Many competitions include corporate mixers, career fairs and networking events. Recent additions to the landscape focus on first and second year students and feature bilingual competition. INTERNATIONAL COLLEGIATE SALES COMPETITION (ICSC) | FLORIDA STATE UNIVERSITY To find out more about each of the listed competitions, contact the individuals at the various events.

DATE: November 1-4, 2017 YEAR FOUNDED: 2011 CONTACT: Pat Pallentino, [email protected] ARIZONA COLLEGIATE SALES COMPETITION (ACSC) | ARIZONA STATE UNIVERSITY

Held at the Caribe Royal Resort in Orlando, FL, the ICSC competition is one of the largest sales competitions. The 2016 DATE: February 25, 2017 YEAR FOUNDED: 2016 CONTACT: Detra Montoya, [email protected] event featured 70 universities, 140 role-play competitors and 80 Sales management case competitors. The competition is all B2B role-play - focusing on one major account sale in four connected role-plays. Role-play one is the initial contact The Arizona Collegiate Sales Competition (ACSC) includes competitors from Arizona State University, University of with a mid-level manager. The final round ends with a meeting with the final C-level decision-maker. Arizona, and Northern Arizona University. The purpose of ACSC is to provide students with an opportunity to practice their professional sales role playing skills and to prepare for NCSC. Representatives from ASU’s Professional Sales ADDITIONAL EVENTS: Advisory Board will serve as judges and buyers, and be available to network for student career opportunities. Career Fair with over 40 Recruiting Companies; Complimentary tickets to Theme Park for students and coaches.

https://wpcarey.asu.edu/marketing-degrees/calendar-of-events http://fsusalesinstitute.com/icsc

BALL STATE UNIVERSITY REGIONAL SALES COMPETITION BALL STATE UNIVERSITY | NATIONAL COLLEGIATE SALES COMPETITION (NCSC) | KENNESAW STATE UNIVERSITY CONTACT: CONTACT: DATE: Friday, October 6, 2017 YEAR FOUNDED: 2003 Julie Eiser, [email protected] DATE: March 31-April 3, 2017 YEAR FOUNDED: 1998 Dr. Terry W. Loe, [email protected] Jeff Hittler, [email protected] Ms. Mary Foster, [email protected] The BSU Regional Sales Competition is a warm-up for the National Collegiate Sales Competition (NCSC). Competitors NCSC is the largest and oldest collegiate sales competition that includes universities from North America and parts receive performance feedback from industry professionals immediately following their sales calls. The competition of Europe. The format is an elimination style tournament with 20 minute Sales Call Role-Plays. The competition has an also features a Networking dinner event and a Career Fair that includes a student-recruiter speed selling event (students opening, wildcard, quarter-final, semi-final and Championship Rounds. Industry professionals and sales experts from have 2 minutes to sell their abilities; recruiters have 2 minutes to highlight employment opportunities). academia participate as judges and industry professionals participate as the prospects/buyers throughout the event. Prior to the event sponsors are provided resumes of all participating sales candidates and access to all competition ADDITIONAL EVENTS: A Networking and Recruiting Career Fair as well as a speed selling event. recordings post event for a limited time.

http://salescenter.wix.com/bsu-competition ADDITIONAL EVENTS: NCSC begins with Registration, a Reception and Welcome. A sponsor exclusive Sales Career Expo runs in conjunction with the competition the first two days of the event. Also, an informal networking event is held in a facility that includes food, music, video and other games, billiards, and bowling. The Final Four Competitors are announced during the EUROPEAN SALES COMPETITION (2017, SCOTLAND) | EDINBURGH NAPIER BUSINESS SCHOOL networking event. The final day of the competition includes the Championship Round, and the NCSC Awards Banquet.

www.NCSC-ksu.org DATE: May 31 - June 1, 2017 YEAR FOUNDED: 2016 CONTACT FOR 2017: Dr. Tony Douglas, [email protected]

This year’s European Sales Competition will be held at Edinburgh Napier Business School in Edinburgh, Scotland. The annual competition is hosted by different European universities each year. The ESC aims at filling the gap in sales education among undergraduate students in Europe by creating a new pan-European Sales Alliance across universities and bringing European students’ sales skills to the next level.

http://www.europeansalescompetition.com/en

36 SALES EDUCATION FOUNDATION UNIVERSITY SALES COMPETITIONS 37 UNIVERSITY SALES COMPETITIONS PRO-AM SELL-A-THON® | PSE REGIONAL LOCATIONS

DATE: Regional conferences held five consecutive Fridays Joan Rogala, beginning with last week of October; National Convention YEAR FOUNDED: 1952 CONTACT: competition is March-April of each year. CEO, [email protected]

NATIONAL SALES CHALLENGE (NSC) | WILLIAM PATERSON UNIVERSITY The Pro-Am Sell-a-Thon® is open to collegiate members of Pi Sigma Epsilon. The competition is held at five regional conferences and the national convention. Students competing at both are part of the year-long competition, but CONTACT: receive prizes for first and second place at each regional. Prior to the Pro-Am at both the regional and the national DATE: November 15-17, 2017 YEAR FOUNDED: 2007 Lisa Wright, [email protected] ; Prabakar ‘PK’ competitions, students must review sales modules from Carew International and set an appointment that is scored. At Kothandaraman, [email protected] both competitions, Carew provides additional training to students and sales professionals that serve as coaches. The students and coaches spend time refining the students’ twelve minute sales call role play. All are business-to-business NSC Role-Play Competition: Students engage in a fifteen-minute sales call role-play with a business executive. role plays. This segment has two rounds and a final. Speed-Sell: Students create a two-minute sales pitch about themselves. The 3-day competition is held at the state-of-the-art Russ Berrie Institute for Professional Sales Labs with judges ADDITIONAL EVENTS: drawn exclusively from the industry. Sponsored by leading corporations, the event also features corporate presentations and job interviews. Regional conferences – Networking Reception and Career Fair. National competition – Networking Reception and Career Fair. ADDITIONAL EVENTS: www.pse.org Table-Talk: Features executives in a small group setting. Participants are encouraged to attend – this may be used to break ties. Corporate Presentations: Companies present career opportunities at pre-assigned slots. Companies also may invite students to assigned interview rooms. NSC also features a high energy boot camp conducted by senior sales executives in a small group, interactive setting. SCOTTISH OPEN SALES COMPETITION | CO-HOST: EDINBURGH NAPIER UNIVERSITY AND ABERTAY UNIVERSITY http://rbisaleschallenge.wpunj.edu/ DATE: February YEAR FOUNDED: 2017 CONTACT: Dr. Tony Douglas, [email protected]

NATIONAL TEAM SELLING COMPETITION (NTSC) | INDIANA UNIVERSITY KELLEY SCHOOL OF BUSINESS The inaugural Scottish OPEN Sales Competition was held at the Business School Campus of Abertay University, Dundee, Scotland. Students from Scottish and UK universities competed in the simulated sales situation role-plays. A Speed Sell event was included on the first day. Competition day included two sales meeting role-plays – a needs identification DATE: October 12-13, 2017 YEAR FOUNDED: 2006 CONTACT: Sonya Dunigan, [email protected] meeting and a follow up meeting for all contestants. Plans are to hold this event annually at universities throughout Scotland and the UK. NTSC is a team selling competition that attracts undergraduate sales students from America’s leading universities who wish to pursue high-level, complex sales careers. Altria and 3M develop the case, role-play as buyers and senior http://www.scottishopensalescompetition.co.uk management, and serve as judges. Cash prizes: 1st place, $3,000; 2nd place, $2,000; 3rd place, $1,000. A networking reception is included for all participants.

https://kelley.iu.edu/Promo/NTSC/index.html THE GREAT NORTHWOODS SALES WARM-UP | UNIVERSITY OF WISCONSIN-EAU CLAIRE

CONTACT: Jerry Kollross, [email protected]; DATE: October 19-21,2017 YEAR FOUNDED: 2007 NORTHEAST INTERCOLLEGIATE SALES COMPETITION (NISC) | BRYANT UNIVERSITY Jessica Gardner, [email protected]; Bob Erffmeyer, [email protected]

DATE: November 10-11, 2017 YEAR FOUNDED: 2012 CONTACT: Stefanie Boyer, [email protected] The Great Northwoods Sales Warm-Up is a highly personalized competition. We host the first competition of the year and invite 20 universities (3 students each) from across the country to the Warm-Up. We pride ourselves on the quality of sales programs we have attracted to our event over the past 10 years. Our goal is to have the students work hard at our The NISC prepares students for sales careers by providing individualized immediate feedback from sales professionals event but also have fun along the way. Students are guaranteed to participate in two 20 minute role plays and also get in written and verbal format during the tournament-style four-round sales competition and elevator pitch competition. the opportunity to receive immediate feedback after their role plays from the sponsor judges. Sessions in improv-training promote adaptive selling, tapping into social media to keep the connection alive between well-trained sales students and the exceptional employers they meet at the competition. ADDITIONAL EVENTS: The Warm-Up also includes a full day career fair that runs in conjunction with the competition. ADDITIONAL EVENTS: Social Media Competition, e-pitch competition, live product/case training with the company, networking/recruiting http://www.uwecsaleswarmup.com/ lunch, networking reception, awards ceremony, skill-building, improv and faculty sessions to advance sales education.

http://nisc.bryant.edu/

38 SALES EDUCATION FOUNDATION UNIVERSITY SALES COMPETITIONS CONTINUED 39 focus on content with little or no real consideration UNIVERSITY SALES COMPETITIONS NEW WAYS FOR given to how, exactly, the reps are supposed to learn and adopt key selling skills.

UNIVERSITIES AND WHAT APPROACH SHOULD BE USED TO DELIVER THE UNIVERSITY OF TOLEDO INVITATIONAL SALES COMPETITION (UTISC) | UNIVERSITY OF TOLEDO CORPORATIONS CONTENT SO THAT THE SALES REPS WILL ABSORB IT? DATE: February 22-24, 2018 YEAR FOUNDED: 2016 CONTACT: Deirdre Jones, Director, [email protected] HOW CAN THE CONCEPTS BE PRACTICED, ASSESSED, AND REINFORCED?

Not having seniors compete is exactly why companies need to recruit at the UTISC. As the nation’s first and only national TO COLLABORATE Unfortunately, companies frequently make other sales competition to focus exclusively on juniors, sophomores, and freshmen, the UTISC is uniquely positioned to help mistakes in the way that they structure sales training. sponsors proactively balance their national sales talent pipeline. This year’s Junior Division contains next year’s seniors; Spend time with a faculty member teaching in a FIND – THEM – FIRST! This format also helps universities engage more students and earlier so they can grow enrollments. First, sales training is frequently just product training. Students also get the chance to develop and shine outside the shadow of a senior. university sales program and it’s apparent that Reps are given a massive amount of product these educators have a deep passion for sales. information to digest. Second, sales training is often The mantra often heard at academic conferences is ADDITIONAL EVENTS: treated as a one-time event. Finally, sales training that sales faculty not only want to make a difference Coaching/Interviewing sessions in-between the competition rounds for competitors and alternates, concurrent career frequently ignores the role of the sales manager in to their students, but they want to impact the selling fair, awards reception and social entertainment for the universities with select sponsors. terms of importance. Similarly, sales organizations profession at large. Which is why it might be time neglect the manager all together in terms of http://www.utoledo.edu/business/essps/utisc/ for university faculty to support sales training outside providing training on how to be effective in a sales of their respective university sales program. After manager role. all doesn’t most sales education happen somewhere other than universities? To solve some of these issues, perhaps leaders WESTERN STATES COLLEGIATE SALES COMPETITION (WSCSC) | CALIFORNIA STATE UNIVERSITY, CHICO of sales training programs should look no further 94% of companies invest in some kind of sales than their local university (or at least the closest training. Nearly half spend up to $5K per year per rep. university with a thriving sales program). University DATE: April 20-21, 2017 YEAR FOUNDED: 2005 CONTACT: Bill McGowan; [email protected] Yet, research tells us that much of today’s corporate sales programs treat sales training as a structured sales training just doesn’t work. Based on current process that includes quality content, methods of The WSCSC is an exciting event for university sales students, corporate recruiters and faculty. Students compete in statistics, an important issue may be that companies delivery, activities to drive home the content, plans two corporate sponsored role plays (12-min. each.) The 2017 role-plays feature sales scenarios from ADP and IBM. The for reinforcement, tools and materials that support competition includes a recruiting mixer/speed interviewing event on Thursday evening and a full-day competition on application, and assessments to evaluate learning Friday. Fifteen universities are competing in the 2017 event and student competitors are judged by representative from success and potential gaps. Likewise, university 20+ corporate partners. programs have years of experience teaching sales management concepts that could prove very useful http://www.csuchico.edu/cob/students/beyond-classroom/professional-sales/western-states-collegiate-sales-competition.shtml to their corporate counterparts. An ES Research study  Research conducted found that approximately by Xerox showed that So how can corporate training programs and universities develop more collaborative WEST VIRGINIA UNIVERSITY REGIONAL SALES COMPETITION | WEST VIRGINIA UNIVERSITY relationships? First, corporate sponsors of university sales programs should spend time connecting DATE: November 11, 2017 YEAR FOUNDED: 2013 CONTACT: Dr. Michael Walsh, [email protected] 90% 87% their sales training staff with faculty at the various of all sales training has of the knowledge universities. Recently, a large healthcare company no lasting impact on learned in sales training reached out to the International Collegiate Sales The WVU Sales Competition is open to students from West Virginia, Pennsylvania and Ohio. Students compete in professional behavior. is lost within 12 weeks. Competition to discuss the potential of using sales a role play exercise judged by working sales professionals. The top finishing students advance to a second round competitions in their corporate training program. role play while all other students participate in an elevator pitch exercise. All competitors and faculty coaches enjoy a complimentary lunch and post competition reception. Participation limited to 30 students. Registration will open Finally, Florida State University is launching a September 1, 2017. program, the Sales Trainer Academy, as a tool for Similarly, Sales Performance International research delivering a Certified Sales Trainer programto the found most sales professionals forget at least corporate sales training community. of what they learned in training programs in less than five weeks… 50% 84% is lost after only 90 days.

THE BOTTOM-LINE, TEACHERS IN THE CORPORATE AND ACADEMIC WORLD STAND MUCH TO GAIN BY BUILDING CLOSER PARTNERSHIPS WITH ONE ANOTHER AS A WAY OF TRULY IMPROVING SALES EDUCATION… NO MATTER WHERE IT IS BEING DELIVERED!

40 SALES EDUCATION FOUNDATION NEW WAYS FOR UNIVERSITIES & CORPORATIONS TO COLLABORATE 41