TOP UNIVERSITIES FOR PROFESSIONAL SALES EDUCATION

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1 Auburn Universiy Aurora Universiy Ball Sae Universiy Missouri Sae Universiy 9 Morehouse College 9 Nicholls Sae Universiy 1 Baylor Universiy Norh Carolina A&T Sae Universiy Bowling Green Sae Universiy Norh Dakoa Sae Universiy Bradley Universiy Norhern Illinois Universiy Bryan Universiy Norhwes Universiy California Sae Universiy, Chico Nova Souheasern Universiy 8 California Sae Universiy, Fulleron Ohio Universiy Cenral Michigan Universiy Plymouh Sae Universiy Clemson Universiy Purdue Universiy 11 College of New Jersey, The Sonoma Sae Universiy Souhern New Hampshire Universiy Concordia Universiy S. Paul DePaul Universiy 1 Douglas College Duquesne Universiy 8 9 Souhern Universiy Baon Rouge S. Caherine Universiy S. Cloud Sae Universiy Universiy of Memphis Aalen Universiy of Applied Sciences (Germany) 1 80 Universiy of Missouri 8 9 Universiy of Nebraska a Kearney (IDSP) Ahens Universiy of Economics & (Greece) 18 Universiy of Nebraska a Kearney (PBSMP) Dublin Insiue of (Ireland) 0 Universiy of Nebraska a Lincoln ESB School Reulingen Universiy 1 Universiy of New Hampshire 1 Euridis Ecole 1 9 Universiy of New Haven, The Universiy of Norh Alabama FHWien Universiy of Applied Scienes (Ausria) 0 9 Universiy of Norh Carolina: Kenan-Flagler School HAAGA-HELIA Universiy of Applied Sciences (Finland) 8 Universiy of Souhern Mississippi, The Oslo School of Managemen Universiy of Texas a Arlingon Porsmouh School (Unied Kingdom) 9 Universiy of Texas a Dallas Turku Universiy of Applied Sciences 1 8 Universiy of Toledo 10 Universia Bocconi 9 Universiy of Washingon 9 Universiy College of Dublin Universiy of Wisconsin Eau Claire 9 1 Universiy of Applied Sciences in Wiener Neusad (Ausria) 9 99 Elon Universiy Texas Sae Universiy San Marcos 9 Ferris Sae Universiy 11 8 Tuskegee Universiy 80 Universiy of Wisconsin Parkside Florida Inernaional Universiy Universiy of Akron Universiy of Wisconsin River Falls 11 8 Florida Sae Universiy 9 Universiy of Alabama Universiy of Wisconsin Whiewaer 1 Georgia Souhern Universiy Universiy of Alabama a Birmingham Virginia Tech Universiy Georgia Sae Universiy 80 Universiy of Arkansas a Lile Rock 8 Washingon Sae Universiy Vancouver 9 Illinois Sae Universiy Universiy of Cenral Florida Weber Sae Universiy 0 Indiana Sae Universiy 8 Universiy of Cenral Missouri Wes Virginia Universiy Indiana Universiy 99 Universiy of Cenral Oklahoma Wesern Carolina Universiy Kansas Sae Universiy Universiy of Cincinnai 1 99 Wesern Kenucky Universiy Kennesaw Sae Universiy Universiy of Connecicu Wesern Michigan Universiy 9 Ken Sae Universiy 8 99 Universiy of Dayon 9 Widener Universiy 1 Louisiana Sae Universiy 1 Universiy of Georgia William Paerson Universiy Meropolian Sae Universiy of Denver 80 Universiy of Houson 11 Winona Sae Universiy 9 Michigan Sae Universiy Universiy of Louisville Xavier Universiy of Louisiana 0 FOUNDATION TOP INTERNATIONAL SALES SCHOOLS: Gr ad ua e Pro Sp gra ec ial m y Co A r mp ea ei Sa ion Pa ri In To ern cipan al sh i Fa cu p Re ly qu % ire of d Jo bp Ha l s a ace Sa men La b Gr ad ua e Pro Sp gra ec ial m Co y A mp rea ei Sa ion Pa ri In To ern cipan al sh i Fa cu p Re ly qu % ire of d Jo bp Ha l a ce sa Sa men La b TOP NORTH AMERICAN SALES SCHOOLS CONT.: Universiy of Wisconsin Oshkosh *Informaion no provided Gr ad ua e Pro Sp gra ec ial m Co y A mp rea ei Sa ion Pa ri In To ern cipan al sh i Fa cu p Re ly qu % ire of d Jo bp Ha l a ce sa Sa men La b TOP NORTH AMERICAN SALES SCHOOLS: Gr ad ua e Pro Sp gra ec ial m Co y A mp rea ei Sa ion Pa ri In To ern cipan al sh i Fa cu p Re ly qu % ire of d Jo bp Ha l a ce sa Sa men La b 01 TOP UNIVERSITIES FOR PROFESSIONAL *Informaion no provided *Informaion no provided 01 TOP UNIVERSITY SALES PROGRAMS

2 AALEN UNIVERSITY OF APPLIED SCIENCES hp:// vu/?lang=en Arnd Borgmeier Beehovensr. 1 Aalen, Germany Sudens: 0 Sar Year: 000 Accrediaion(s): GSSI, ZEVA Program Type(s): UMJ, USP, GF, ET Indusrial Disribuion, Inernaional, Sa Managemen,, Purchasing/ Procuremen and Engineering & Services As a modern educaional insiuion, Aalen Universiy sounds ou he needs of he changing region and aligns is course offerings o curren scienific findings, keeps is infrasrucure up o he newes sae, and ses up progressive emphases. Aalen Universiy is coninuously developing is inernaional relaionships in business and echnology. Sudens are encouraged o complee inernships or sudy semesers abroad. Cooperaive agreemens exis wih seveny-wo parner universiies and enerprises all over he world. ATHENS UNIVERSITY George Avloniis [email protected] Evelpidon & Leykados, Office 0 Ahens, Greece Sudens: Sar Year: 00 Accrediaion(s): GSSI, EC Broadcas, Indusrial Disribuion, s The concenraion requires four sa courses. The cerificae, in parnership wih he Greek Sa Insiue, is open o sudens/ praciioners. AUBURN UNIVERSITY hp://business.auburn.edu/ academics/undergraduae/markeing Avery Abernehy [email protected] 1 Wes Magnolia Avenue 01 Lowder Building Auburn, AL 89- THE FOLLOWING UNIVERSITY PROGRAMS PREPARE STUDENTS FOR PROFESSIONAL SELLING CAREERS. LISTED PROGRAMS REQUIRE A MINIMUM OF THREE SALES-SPECIFIC COURSES, THE OFFERING OF SALES INTERNSHIPS, AND UNIVERSITY RECOGNITION FOR INDIVIDUALS UPON PROGRAM COMPLETION. THESE SCHOOLS PROVIDED SEF WITH THE DETAILS OF THEIR PROGRAMS AND STUDENT OFFERINGS. PROGRAMS: Undergraduae: UCE = Cerificae UCO = Concenraion UEM = Emphasis UMJ = Major UMN = Minor USP = Specializaion Graduae: GE = Graduae Emphasis GF= Graduae Focus GCE= Graduae Cerificae Execuive: EC = Execuive Cerificae EF = Execuive Focus ET = Execuive Training -8-8 Sudens: 10 Sar Year: 01, ET Focus Opion(s): Supply Chain Sa This exciing new program offers exposure o raining in real propery sa or supply chain sa. AURORA UNIVERSITY hp:// Shawn Green, PhD [email protected] Dunham School of S. Gladsone Ave. Aurora, IL Sudens: 0-0 Sar Year: 008 Accrediaion(s): American Markeing Assn. The professional selling minor a AU is designed for sudens who are ineresed in developing sronger sa and prospecing skills, including ools for moivaion and effecive selling sysems. The minor provides focused coursework o enhance oher business majors or add anoher skill se o a major ouside he business school. BALL STATE UNIVERSITY Michele Barle [email protected] Markeing and Managemen Deparmen Cener for Professional Selling, WB0 Muncie, IN Sudens: 0 Sar Year: 199, GSSI, USCA, PSE Program Type(s): UMJ, UMN, GC, GF Broadcas, Enrepreneurship, Insurance Sudens sell producs and/or creae sa echnology ools for acual cliens (for profi and non-profi organizaions). They ake a sa echnology course ha incorporaes CRM and gives special aenion o undersanding and working wih various sa merics (using Excel). Ball Sae hoss an annual sa compeiion. The program will be available on-line soon. BAYLOR UNIVERSITY Dr. Andrea L. Dixon, Execuive Direcor [email protected] Cener for Professional Selling Markeing Deparmen Hankamer School of One Bear Place #00 Waco, TX Sudens: 8 Sar Year: 1, USCA, PSE, AMA Sa SIG, AMS, GSSI, UMJ, USP, GF, ET Baylor s ProSa majors complee a seven-course major, sa inernship, professional developmen program, inernal sa compeiion, and a leas one exernal sa compeiion. This highly selecive major is limied o 18 sudens per program year. Sudens wih he ProSa emphasis leverage wo+ sa courses o supplemen a naionallyrecognized humaniies-based, business major. BOWLING GREEN UNIVERSITY Chrisine Seiler [email protected] 8 Adminisraion Bowling Green Sae Universiy Bowling Green, OH Sudens: 0 Sar Year: 00 Program Type(s): USP Financial Services, Service Markeing Cerificaes in Professional Selling are awarded by he Insiue for Excellence in Services. The Universiy sends sudens o he Naional Collegiae Sa Compeiion each year. BRADLEY UNIVERSITY: THE FOSTER COLLEGE OF BUSINESS deparmens/markeing/ programs/sa/ Dr. Mark C. Johlke [email protected] Foser 101 W. Bradley Ave. Peoria, IL Sudens: 0 Sar Year: 00, USCA, UMN Through a srucured sequence of focused coursework, exensive role play assignmens, personalized feedback, self-evaluaion and review, and acual sa experience, graduaes of he program develop he skills and experiences necessary for success in oday s demanding sa environmen. The faculy provides muliple role plays, along wih exensive feedback and analysis of role plays in order o build sa skills. BRYANT UNIVERSITY hp://nisc.bryan.edu/ Dr. Sefanie Boyer [email protected] 110 Douglas Pike Smihfield, RI , Sudens: Sar Year: 01, PSE, GF, ET Bryan hoss he Norheas Inercollegiae Sa Compeiion, held annually. This is no only a compeiion, bu also an opporuniy o nework and build skill and experise. The day offers sudens, faculy and sponsors he opporuniy o add ools o heir oolki hrough acive and experienial learning sessions designed o help sapeople achieve excellence on he job. CALIFORNIA STATE UNIVERSITY, CHICO index.shml Bill McGowan [email protected] California Sae Universiy, Chico Professional Sa Program Chico, CA Sudens: 180 Sar Year: 008, USCA associae member Financial Services, Inernaional The cerificae program consiss of five required classes, one prerequisie, and one elecive. Sudens in he Advanced Topics in Professional Sa course, work for an exernal sa organizaion and experience real-world selling siuaions. Chico Sae also hoss he annual Wesern Saes Collegiae Sa Compeiion and Swee 1 Sa Challenge. CALIFORNIA STATE UNIVERSITY, FULLERTON Mark Maney, Direcor [email protected] PO Box 88 Fulleron, CA Sudens: Sar Year: 008, USCA associae member, PSE, UEM, ET Financial Services, Indusrial Disribuion, Insurance, Inernaional, Medical/Healhcare Sa, Consumer Producs The Sa Leadership Cener is dedicaed o promoing leadership and professionalism in he field of sa a Cal Sae Fulleron, Mihaylo and Economics. World-class educaion is offered inside a new sae-of-he-ar faciliy. A new, virual sa lab was launched in 01. The Cener offers scholarships and career developmen programs. CENTRAL MICHIGAN UNIVERSITY hp://mk.cba.cmich.edu/ saconcenraion/ Dr. Concha Allen [email protected]; [email protected] 10 Smih Hall M. Pleasan, MI Sudens: 10 Sar Year: 008, PSE, UCE, UMN Cenral Michigan Universiy s Sa Program is available o all sudens a he Universiy. Paricipans are required o complee an inernship. Due o a parnership wih Carew Inernaional Inc., all sudens received Carew Inernaional Cerificaion in Dimensions of Personal Selling, Advanced Posiional Selling/Negoiaion and Enerprise Selling. CLEMSON UNIVERSITY hp:// deparmens/markeing/academics/ sa-cerificae.hml Jesse N. Moore [email protected] Sirrine, Cbbs Box 1 Clemson, SC Sudens: 10 Sar Year: 009 Sudens compleing he sa cerificae are provided wih real-world experience, foundaional role-play exercises and leadership opporuniies. Professors blend heory and applicaion in he program while also ensuring frequen ineracion wih indusry execuives. THE COLLEGE OF NEW JERSEY hp://business.pages.cnj.edu/ deparmens-programs/managemen-markeing-inerdisciplinarybusiness/ Dr. Alfred Pelham [email protected] 000 Penningon Rd. Ewing, NJ Sudens: Sar Year: 00, PSE TCNJ is ranked by U.S. News & World Repor as he number one (masers program) public college in he counry s norhern region. The TCNJ School was ranked rd in he naion by Week. TCNJ sudens won firs place in he Pi Sigma Epsilon regional sa compeiion imes in he las years and he naional sa compeiion wice in he las years. TCNJ ypically places in he op hird of compeiors in naional sa compeiions, The TCNJ sa program is one of he few ha is housed in a op business school. CONCORDIA UNIVERSITY, ST. PAUL Dr. Bruce Corrie [email protected] 18 Concordia Avenue Sain Paul, MN Sudens: Sar Year: 01 Accrediaion(s): ACBSP This recenly launched program is poised o grow by also aracing non-business majors in he fuure. A popular wo-week lab is augh by praciioners o provide experienial learning as a preview o he inernship process. DEPAUL UNIVERSITY Daniel P. Srunk [email protected] 1 Eas Jackson Blvd. Suie 00 Chicago, IL Sudens: 0 Sar Year: 00, USCA, PSE, UMN, GF, ET Financial Services, Indusrial Disribuion, Insurance, Sa Managemen,, Caegory Managemen DePaul Universiy has boh undergraduae and graduae sa educaion programs. Undergraduaes can paricipae regards of major and mus complee a leas five sa focused classes and one inernship. In addiion, DePaul offers an MBA wih a Sa Leadership Concenraion. DOUGLAS COLLEGE David Moulon [email protected] PO Box 0 New Wesminser, BC Canada VL B 0-- Sudens: - Sar Year: 19 Accrediaion(s): Degree Qualiy Assessmen Board Focus Opion(s): Financial Services Douglas offers hree sa courses- Personal Selling, Professional Selling, and Sa Managemen. The suden graduaes wih a markeing diploma. The majoriy of graduaes find heir careers in sa. The Peer Legge Inernaional Insiue for Sa Excellence was esablished in 01. DUBLIN INSTITUTE OF TECHNOLOGY Laura Cuddihy [email protected] Aungier Sree Dublin, Ireland Sudens: 11 Sar Year: 199 Accrediaion(s): Sa Insiue of Ireland, UMN, GF, EC, ET Sudens pursuing a Bachelor of Science in Markeing, a Maser of Science in Markeing or Sraegic Managemen, or an MBA may pursue he Managemen of Sa elecive. The conen is augh in an academic and heoreical framework raher han an applied conex. The program has a full ime execuive direcor ha is a corporae liaison. DIT has a Sa Academy, led by Dr. Anhony Paul Buckley ([email protected]) DUQUESNE UNIVERSITY Dr. Dorene Cilei [email protected] 00 Forbes Avenue Rockwell Hall Pisburgh, PA Sudens: Sar Year: 01, PSE, UMN Duquesne s recenly-launched sa minor demonsraes a commimen o growing sa offerings, supporing boh suden learning and career opporuniies. The program combines fundamenal selling princip wih negoiaion, sa managemen, and revenue generaion courses o develop sa-ready graduaes who are well-prepared o mee he demands of he markeplace. 8 FOUNDATION 01 TOP UNIVERSITY SALES PROGRAMS 9

3 Fiore Talarico Cener For Professional Selling Sraegically Aligned wih High- Indusries ha are engaged in BB Consulaive Selling and focused on Major Sa opporuniies. Tony Krysofik, Direcor ELON UNIVERSITY Michael Rodriguez Chandler Family Professional Sa Cener 0 Campus Box Elon, NC -8-9 Sudens: 80 Sar Year: 00, USCA, UMN Focus Opion(s): Financial Services, Elon won op Sa Program for 011, 01, 01 and 01 RBI Sa Challenge Speed Selling and Role Play Champion 010, 011, and 01 and 01 Overall Team Champion 010 and 01 for RBI Sale Challenge, nd place 01 NIU Compeiion finalis, Overall Winner, 011 Naional Collegiae Sa Compeiion Top Ten Finish 011 Inernaional Collegiae Sa Compeiion rd place eam finish, Overall Individual Champion Wisconsin Eau-Claire, 01 Finalis. ESB BUSINESS SCHOOL REUTLINGEN UNIVERSITY Dr. Tobias Schuez [email protected] ESB School Aleburgsr. 10 Reulingen Baden-Wueremberg, Germany +9 (11) Sudens: N/A Sar Year: 011 Accrediaion(s): FIBAA Program Type(s): GCE Focus Opion(s): Informaion The programme is dedicaed o young professionals who work and sudy a he same ime. Prerequisie for he enrollmen is a reduced conrac of employmen (%) wih a major company in he field of sa for complex BB producs and business soluions (mosly bu no exclusively IBM and HP). EURIDIS-ECOLE Bernard Hasson [email protected] Place S Georges Paris, France Sudens: Sar Year: 199 Accrediaion(s): CNCP, GCE, EC Focus Opion(s): Sudens are evaluaed on he realworld compeencies required o be successful in a business career. Special aenion is paid o he skills required o undersand wha he cusomer needs and communicae he appropriae benefis. FERRIS STATE UNIVERSITY hp:// Cheser Trybus [email protected] Markeing Deparmen Woodvale Sree, SE Big Rapids, MI Sudens: 0 Sar Year: 19, UMN Broadcas Sa, Indusrial Disribuion, Medical/Healhcare, Ferris Sae is expanding heir sa offerings, permiing sudens from various majors o paricipae. In addiion o hree sa classes, inernship opporuniies are growing, providing sudens wih job experience. All sudens are required o complee an inernship prior o graduaion. FHWIEN: UNIVERSITY OF APPLIED SCIENCES Marina Prem [email protected] Insiue for Markeing and Sa Managemen Wahringer Gurel 9 Vienna, Ausria Sudens: 0 Sar Year: 199 Accrediaion(s): GSSI, FIBAA Focus Opion(s): Inernaional, Sa Managemen Ausria s firs sa program began in 199 a FHWien-Sudiengänge der WKW. A Bachelor s opion was added in 00 and a Maser s in 008. The combinaion of markeing and sa addresses opics ranging from produc inroducion o sa and cusomer reenion. FLORIDA INTERNATIONAL UNIVERSITY hp:// Nancy Rauseo, D.B.A. [email protected] 1100 SW 8h Sree Modeso Maidique, RB-0A Miami, FL Sudens: 0 Sar Year: 008 Focus Opion(s): FIU Sa Sociey is a suden organizaion focusing on developing sa professionals beyond he classroom. Spring Sa Tournamen. FLORIDA STATE UNIVERSITY, THE SALES INSTITUTE Pa Pallenino [email protected] The Sa Insiue 81 Academic Way Tallahassee, FL Sudens: 00 Sar Year: 00, USCA Program Type(s): UMJ, GC, GF, ET Financial Services, Indusrial Disribuion, Sa Managemen, The naionally recognized and award winning sa major currenly has approximaely 00 sudens, offering an undergraduae degree in Markeing, wih a major in Professional Sa and a cerificae in Sa Managemen. The sa program is par of he FSU Sa Insiue, which is responsible for sa-relaed research and execuive raining programs. GEORGIA SOUTHERN UNIVERSITY hp://coba.georgiasouhern.edu/cse Dr. Linda Greef Mullen [email protected] PO Box 81 Saesboro, GA Sudens: 00 Sar Year: 00, USCA, GSSI Financial services, Indusrial Disribuion,. Georgia Souhern Universiy is a public, Carnegie Docoral/ Research universiy. Their concenraion in Sa & Sa Managemen is a key area of disincion. I reflecs he Universiy s culure of engagemen ha bridges heory wih pracice, exends he learning environmen beyond he classroom, and promoes suden growh and life success. GSU is he only universiy o award Huhwaie s Academic SPIN Selling Cerificaion. GEORGIA STATE UNIVERSITY hp://gsu.edu Chris Lemley [email protected] Robinson PO Box 991 Alana, GA Sudens: 9 Sar Year: 00, UCO, GCE, ET Inernaional, Sa Managemen Disinguishing characerisics of his program include a skillsbased class eaching role playing, corporae oral and wrien eam presenaions, direc markeing echniques in selling, deailed learning modu wih an emphasis on ineracive learning. MBA program wih a career rack in sa. HAAGA-HELIA UNIVERSITY OF APPLIED SCIENCES Pirjo Pikapaasi [email protected] Raapihanie 1 Helsinki, Finland Sudens: 0 Sar Year: 00 Accrediaion(s): GSSI Program Type(s): GC Focus Opion(s): Inernaional Sudens pursue a Bachelor of Science in Professional Sa. The focus in he sudies is on soluion sa and on he business o business environmen. The conen is augh by combining heory and pracice. As free choice sudies sudens can ake a class in which hey are coached for he naional sa compeiion. HAAGA- HELIA organizes he Bes Seller Compeiion every oher year. ILLINOIS STATE UNIVERSITY hp:// Michael C. Boehm [email protected] Campus Box, Normal, IL Sudens: 80 Sar Year: 19, USCA, PSE, UMJ, ET Financial Services, Indusrial Disribuion, Insurance, Inernaional, The sudens learn how o deliver a company s value proposiion. The sa faculy are a eam ha collaborae ogeher and deliver a consisen message o sudens hroughou all seven courses. Sa sudens gain invaluable BB & BC experiences in addiion o summer inernships bu wih on-campus selling opporuniies wih our Ahleic deparmen, our alumni foundaion and sa ro a boh he campus radio/tv ad deparmen and he Daily Videe suden newspaper The Daily Videe BB annual sa revenue is jus over $0,000 hese sudens are sellers. INDIANA STATE UNIVERSITY Dr. Jon M. Hawes [email protected] Sa and Negoiaions Cener Sco, Room 91 0 Norh Sevenh S. Terre Haue, IN Sudens: 11 Sar Year: 010, USCA, UCO, UMN Focus Opion(s): Insurance and Medical/Healhcare Sa The ag line for Indiana Sae Universiy is More. From day one. This is carried ou wihin all of is programs and akes form wihin he sa program hrough a srong focus on experienial learning. For example, sa sudens use he sa recording capabilies o complee skill pracice exercises and hen receive formaive feedback on heir performance, always wih a goal of improving skills. The ISU Sa Resume ebook promoes our sudens as hey seek inernships and laer full ime employmen in sa. Sa sudens develop heir sa skills more, so hey can serve cliens more, and can provide more value o heir employers sooner afer graduaion. INDIANA UNIVERSITY Dr. Char Ragland [email protected] Kelley School of 109 E. Tenh S., BU8 Bloomingon, IN Sudens: 10 Sar Year: 199, USCA Program Type(s): UMJ Financial Services, Indusrial Disribuion, Insurance The Global Sa Workshop aracs he bes sudens wihin Kelley. I eaches professionalism and sa skills. I includes corporae involvemen in all of is aciviies. I hoss The Naional Team Selling Compeiion. Tweny-one universiies paricipae, sending five sudens and one coach. Corporae sponsors develop he case and role play as buyers. The judging is done by he corporae sponsors, wih voes also by he coaches in he final round of hree eams. KANSAS STATE UNIVERSITY hp://cba.k-sae.edu/nssi Dr. Dawn Deeer-Schmelz [email protected] 01 Calvin Hall Manhaan, KS Sudens: 0 Sar Year: 010, USCA, PSE, UEM Sold on Sa! is he official blog of he Naional Sraegic Selling Insiue a Kansas Sae Universiy and can be found a hps:// blogs.k-sae.edu/nssi/. Blog poss are wrien by he direcor and he sudens. The Naional Sraegic Selling Insiue celebraes he sa professional each year wih K-Sae Sa Week, a week-long even ha includes a sa compeiion, professional developmen evens, a career fair, and keynoe speakers. KENNESAW STATE UNIVERSITY hp://co.kennesaw.edu/cps Dr. Terry W. Loe [email protected] Co 0 Chasain Rd., MD 00, Bldg., Room 81 Kennesaw, GA Sudens: 0 Sar Year: 19, USCA Program Type(s): UMJ, UCO, UCE, UMN, ET Focus Opion(s): Inernaional The KSU Cener for Professional Selling assiss in developing sa programs for oher universiies in he US and abroad and is home o he Naional Collegiae Sa Compeiion (NCSC), he larges and oldes universiy sa role-play compeiion in he U.S., hosing more han 0 sa programs annually. KENT STATE UNIVERSITY Ellen Daniels [email protected] and Enrepreneurship Terrace Dr. Ken, OH Sudens: Sar Year: 009, PSE Inernaional The program has close ies wih he KSU Sa Advisory Board which offers menoring, shadow opporuniies and inernships for he sudens. We uilize a variey of sa expers, primarily from our Sa Advisory Board, o augmen our eaching maerial. The Enrepreneurship and Managerial Markeing sudens receive specialized sa raining specific o heir major areas of sudy. The Managerial Markeing program is unique o our universiy and srucured o develop sudens wih a managerial focus. LOUISIANA STATE UNIVERSITY Greg Accardo, MBA [email protected] E.J. Ourso Louisiana Sae Universiy 1 Educaion Complex Baon Rouge, LA Sudens: 0 Sar Year: 01 The program is off o a grea beginning wih hree solid courses in sa as well as opporuniies for inernships. I is expeced o double in size wihin a year. 10 FOUNDATION 01 TOP UNIVERSITY SALES PROGRAMS 11

4 METROPOLITAN STATE UNIVERSITY OF DENVER Sco Sherwood PO Box 1 Campus Box 09 Denver, CO Sudens: 10 Sar Year: 01 Accrediaion(s): USCA associae member, UMN Modu include Dress for Success; video role plays; case sudies; gues speakers from parner companies; sa specific job fairs/mee and Gree; career assessmens from HR Chally, Harrison, Culural Index; sudens sell ickes for professional spor eams; only Sa Cener in Colorado. MICHIGAN STATE UNIVERSITY hp://saleader.msu.edu Jennifer Rumler [email protected] 0 Wilson Rd., Room 18 Eas Lansing, MI Sudens: 10 Sar Year: 009, USCA associae member, UMN, ET Financial Services, Inernaional, Medical/healhcare, Cener for Global Sa Leadership Professional Sa Major Kelley s undergraduae markeing program is ranked # in he naion! (U.S. News 01) Naional Team Selling Compeiion Ocober 9-0, 01 kelley.iu.edu/globalsa The Sa Communicaion Specializaion a Michigan Sae Universiy is he only program in he counry ha combines he effors of wo naionally-ranked Colleges, he Eli Broad College of and he College of Communicaion Ars and Sciences. Sudens wih a wide variey of majors paricipae, compleing a minimum of 00 hours of experienial learning, including a 00 hour professional sa inernship. MISSOURI STATE UNIVERSITY Dr. Alex Hamwi [email protected] Markeing Deparmen 1 S. Naional Ave. Springfield, MO Sudens: 10 Sar Year: 00 Missouri Sae boass he larges business school in a six sae area, wih 0 Markeing majors alone. Of ha group, 00 ake advanage of he Professional Sa emphasis. MOREHOUSE COLLEGE Dr. Cassandra Wells [email protected] Morehouse College 80 Wesview Drive, SW Alana, GA Sudens: 1 Sar Year: 01 The program is inroducing sudens o Saforce.com as a sa ool and encouraging hem o ge Admin cerified. A giveback sa projec in he Princip of Professional Selling class is required. Speakers each semeser will be in he areas of he majors of he sudens in he sa classes. Ex: science major can expec a speaker in a science-relaed sa posiion. The goal is for his inerdisciplinary minor o show sudens ha heir major can also be uilized in a sa role. NICHOLLS STATE UNIVERSITY hp:// Dr. R. Char Viosca, Jr. [email protected] PO Box 01 E. Firs S. Thibodaux, LA Sudens: 0 Sar Year: 00, PSE Focus Opion(s): Financial Services This program uilizes a professional, corporae-syle raining faciliy including five role-play rooms ha are used o enhance he sa and behavioral skills of sudens in he program. This faciliy is also used for he Annual Bayou Sa Challenge, a regional inercollegiae sa role-play compeiion hosed by he a Nicholls each spring. Nicholls also has a cross-disciplinary degree program wih Finance o prepare sudens for a career in Financial Services Markeing. NORTH CAROLINA A&T STATE UNIVERSITY hp:// cenerins/fslp.hm Dr. Linda Silver-Coley [email protected] Merrick Hall Room 101 Eas Marke Sree Greensboro, NC Sudens: 0 Sar Year: 00, PSE, UCO, UMN NCA&TSU is a Hisorically Black Universiy and offers a concenraion and a minor in Professional Selling wihin he Bachelor of Science in markeing program. I offers a professional neworking and rolepracice faciliy used o enhance he sa and behavioral skills of sudens in he program. This faciliy is also used for he HBCU Sa Challenge, a role-play compeiion hosed by he School of and Economics. NCA&TSU is aracing various majors wihin and ouside of he business schools o obain a minor in Professional Sa such as supply chain majors, managemen majors, engineering majors, and fashion design majors. Many of our sudens are seleced for inernships in he renowned M Fronline Sa Program. NORTH DAKOTA STATE UNIVERSITY hp:// hp:// Mike Krush [email protected] 811 nd Ave N Fargo, ND Sudens: 0 Sar Year: 01, USCA associae member Focus Opion(s): Inernaional As he only academic cener dedicaed o developing he sa skills of Norh Dakoa s sudens, NDSU s Cener for Professional Selling and Sa offers a cerificae in professional selling ha enab sudens across he universiy o develop heir sa compeencies. The Cener combines a highlyengaged advisory commiee, a group of commied corporae parners wih an academically qualified eaching saff possessing indusry experience. Oher iems of noe: The Cener for Professional Selling and Sa resides wihin Norh Dakoa Sae Universiy, which is ranked by he Carnegie Commission on Higher Educaion among he op 108 public and privae universiies in he counry. NDSU is in he elie caegory of Research Universiies/Very High Research Aciviy, wih several programs ranked in he Top by he Naional Science Foundaion. NORTHERN ILLINOIS UNIVERSITY Dr. Rober M. Peerson [email protected] Barsema Hall 18R Dekalb, IL Sudens: 00 Sar Year: 18, USCA, GF Norhern Illinois is he only school o publish a sa journal (The Journal of Selling & Major Accoun Managemen). They esablished a sa specific exchange program wih universiies in Ireland and Ausria. Sa sudens are no required o have majors in he School of, allowing represenaion from various disciplines. NORTHWEST UNIVERSITY hp:// Cori Harje [email protected] 0 108h Ave. NE Kirkland, WA Sudens: Sar Year: 01 Accrediaion(s): Accrediaion Council for Schools A sa minor in any field will help he suden improve heir career opions and opporuniies. The minor in Professional Sa is designed o help he suden prepare for posiions in sa and cusomer service. NU offers a sa minor as a complimen o any discipline. Aciviies are grounded in pracical exercises of BB selling, focusing on soluion selling, role play, and challenger sa. A sa inernship is included in he Professional Sa minor program. NOVA SOUTHEASTERN UNIVERSITY or Dr. John Riggs [email protected] Dennis Dannacher [email protected] H. Wayne Huizenga School of & Enrepreneurship The Carl DeSanis Bldg. 01 College Ave. For Lauderdale, FL Sudens: 80 Sar Year: 010 Accrediaion(s): SACS, UMJ, UMN, UEM, GE, GF, ET Inernaional Parnership wih Sandler Sa Training creaed a pracically based componen o he sa program, and advanced, sae-of-he-ar echnology provides sudens wih an opporuniy o pracice presenaions and hone sa skills. Sudens are rained in various CRMs (Saforce and Nesuie). OHIO UNIVERSITY Greg DiPasquale [email protected] The Ralph and Luci Schey Sa Cenre Copeland Hall 01 Ahens, OH Sudens: 00 Sar Year: 199, USCA, SMT, ET Companies parner wih he Schey Sa Cenre (a selecive enry sa program) because hey know hey are hiring college graduaes who have had real sa readiness raining and real sa experience in college plus a pre-deerminaion o sell. All Ohio Universiy undergraduaes may apply o his cerificae program. OSLO SCHOOL OF MANAGEMENT hp:// Dr. Erik Mehl [email protected] Kirkegaen -, Pb 119 Oslo, Norway Sudens: Sar Year: 011 Accrediaion(s): NOKUT Program Type(s): UMJ This is a radiional year European Bachelor program wih sudens enrolling from finished high school degrees. The name of he program is Bachelor in Markeing and Sa Managemen. From experience gained a he Sa Educaors Academy i is difficul o fully compare such a program wih he American sysem. PLYMOUTH STATE UNIVERSITY Bob Nadeau [email protected] 11 Hyde Hall 1 High Sree Plymouh, NH Sudens: 1 Sar Year: 009 Accrediaion(s): USCA associae member, UCE Sudens in Professional Sa II experience real world business projecs which are compleed ouside he classroom. They are required o do presenaions, prospecing, cold calls and neworking. Approximaely 0% of heir grade comes from how well hey complee hese assignmens. The projecs are seleced o help non-profis in local communiies. PORTSMOUTH BUSINESS SCHOOL Beh Rogers [email protected] Richmond Building Porland Sree Porsmouh, UK PO1 DE Sudens: 10 Sar Year: 00 Accrediaion(s): GSSI Program Type(s): USP, GE, ET Porsmouh offers opporuniies for undergraduaes and posgraduaes on business pahways o ake opions on personal selling, accoun managemen and sa managemen. In addiion, Porsmouh pioneered a specialis posgraduae program for accoun managers and sa managers. Assessmens focus on developing a bes pracice in he sponsoring organizaion. PURDUE UNIVERSITY Chris Kowal [email protected] 81 W. Sae Sree Mahews Building #1A Wes Lafayee, IN Sudens: 0 Sar Year: 010 Accrediaion(s): USCA associae member, PSE Program Type(s): UMJ, ET Indusrial Disribuion, Medical/ Healhcare Sa, and The Purdue Cener for Professional Selling rains and showcases sudens who seek a professional career in sa. Complemening he College of Healh and Human Sciences Selling and Sa Managemen degree program, he cener parners wih companies whose suppor helps sudens become even more career-ready hrough pracical experiences in sa compeiions, resume criiques and mock inerviews, speed selling coness, business neworking evens and much more. Through he menorship of he cener, sudens graduae wih pracical, enriching experiences in sa leadership ha enable hem o conribue faser and more meaningfully as hey sar heir careers. SONOMA STATE UNIVERSITY Sarah Dove, MBA [email protected] SSU, School of and Economics 1801 E. Coai Rohner Park, CA Sudens: 1 Sar Year: 01 Program Type(s): UMJ, ET Focus Opion(s): Wine and Spiris This program compleed he approval process o become recognized by he universiy. I is anicipaed ha 1 sudens will complee he cerificae requiremens in his firs year. There is a focus on Wine and Spiris sa. SOUTHERN NEW HAMPSHIRE UNIVERSITY Micheline Ansey [email protected] 00 Norh River Road Mancheser, NH Sudens: 0 Sar Year: 01 Accrediaion(s): NEASC As a general educaion course, Professional Selling aracs sudens from all majors. In all sa courses, sudens paricipae in real world selling projecs and nework wih disinguished sa professionals from he communiy. Sudens paricipae in live, video-aped role plays criiqued by boh sa faculy and sa praciioners. Approximaely 10 sudens per year enroll in our sa classes alhough here is a selecive process for hose wishing o minor in Professional Sa are srongly encouraged o become a member of he SNHU Suden Professional Selling Associaion. SOUTHERN UNIVERSITY BATON ROUGE George Kirk [email protected] TT Allain Hall Baon Rouge, LA Sudens: 0 Sar Year: 00 The program includes a Role Play faciliy ha simulaes four common sa environmens: Small conference room, Break room, Corner Office, Board Room. ST. CATHERINE UNIVERSITY Mary Jacobs [email protected] 00 Randolph Avenue MS 1 S. Paul, MN Sudens: 0 Sar Year: 19 Accrediaion(s): USCA associae member, PSE, UMJ, UMN, EC, ET Medical/Healhcare Sa The Cener of Sa Innovaion conducs original research and offers coninuing educaion programs o sudy he complexiy of sa. Candidaes include radiional and nonradiional sudens ineresed in changing careers or reenering he workforce. The Cener offers leadership developmen programs o advance women sa leaders in organizaions. ST. CLOUD STATE UNIVERSITY programs.asp Dennis Brisow [email protected] Rajesh Gulai [email protected] 0 h Avenue Souh S. Cloud, MN Sudens: 0 Sar Year: 01 Program Type(s): USP The program feaures he newly developed sae-of-he-ar Norhwes Muual: The Columns Group Sa lab. The Selling Specializaion includes modu on sa shadowing; sa managemen shadowing; selling a a global level; ehics in selling; and social media and selling. TEXAS STATE UNIVERSITY- SAN MARCOS hp://xssacener.com/ Vicki Wes [email protected] McCoy 01 Universiy Dr. San Marcos, TX Sudens: 1 Sar Year: 009, USCA associae member The acion-oriened curricula includes developing a series of specific skills: role-playing, wriing sa communicaions based on he sa process and making high level business-o-business corporae presenaions. The faculy members work wih naional companies on various projecs 1 FOUNDATION 01 TOP UNIVERSITY SALES PROGRAMS 1

5 WHERE SALESPEOPLE ARE MADE Kennesaw Sae Universiy s BBA in Professional Sa Graduaes receive real-world experience while in school hrough: Sae-of-he-ar faciliies o record and evaluae sa calls Advanced level classes where sudens are required o prospec new cliens, make live sa calls, and close deals o mee semeser quoas Neworking opporuniies wih regional & naional sa professionals during on-campus evens, sa compeiions, and Corporae Parner sponsored evens Home of he Naional Collegiae Sa Compeiion & 01 Individual Champion For more informaion: Dr. Terry Loe, Direcor [email protected] eaching prospecing, markeing, and building brand awareness. We have a very srong and acive corporae parners program. Indusry days are a new ediion o he program, and some of he corporae parners paricipae in Leadership Week. TURKU UNIVERSITY OF APPLIED SCIENCES Marjo Kumpula [email protected] Sepänkau 1 Turku, Souh-Wes Finland Sudens: 0 Sar Year: 008 Accrediaion(s): GSSI, Minisry of Educaion, UMJ, UMN, EC, ET Focus Opion(s): Financial Services, Indusrial Disribuion, Insurance, Inernaional, Real Esae The projec is developing a new ype of sa raining concep where higher educaion insiuions and companies are in close collaboraion o develop sa know-how. The objecive is a sysem exending o all of Europe, wih companies joining in a all sages of sa raining: planning, implemenaion and evaluaion of he skills of sudens. TUSKEGEE UNIVERSITY Anhony Freeman [email protected] Brimmer and Informaion Sciences, Managemen Deparmen, Sa and Markeing Program Benjamin Drive (Office 0) Tuskegee, AL Sudens: 8 Sar Year: 199, PSE, UMJ Tuskegee Universiy offers a cerificae and major in sa hrough heir and Informaion Sciences. Sudens paricipae in compeiions boh on campus and a he naional level. The Professional Selling course incorporaes CRM raining and requires an inernship. UNIVERSITA BOCCONI Dr. Paolo Guenzi [email protected] Via Roengen 1 Milano, Ialy Sudens: 110 Sar Year: 00 Accrediaion(s): GSSI, GF For a cenury, Bocconi has played a leading role in Ialy s social and economic modernizaion. I has remained rue o is founding values of being a major research universiy, wih democraic values and open o he world, as well as financially and poliically independen. Sa sraegy focus is on consulaive selling in BB markeplace, and channel managemen (BBB or BBC). Sa Managemen covers sraegy of organizaion; recruimen; developmen; incenive; ec. Sa skills focus on essenial consulaive skills. UNIVERSITY COLLEGE DUBLIN hp:// people/business/drsusigeiger Susi Geiger [email protected] Lochlann Quinn School of Belfield Dublin, Ireland Sudens: 0 Sar Year: 00, AMBA, EQUIS Program Type(s): GF, ET UCD School of is Ireland s leading business school and research cener. In 009 i officially celebraed years of business educaion. One of he keysones of is repuaion as one of he world s leading business schools is he qualiy and experise of hefaculy. I is he only business school in Ireland o hold he riple crown of accrediaion from AACSB (US), EQUIS (Europe) and AMBA (UK). I is also he only Irish member of CEMS, a global alliance of leading business schools and mulinaional companies. UNIVERSITY OF AKRON: FISHER INSTITUTE FOR PROFESSIONAL SALES hp:// Dr. Chris Plouffe [email protected] Fisher Insiue for Professional Selling Adminisraion 9 S. Broadway Sree Akron, OH Sudens: 10 Sar Year: 199, USCA, SMT, PSE, UMJ, UMN, ET Focus Opion(s): Financial Services, Inernaional, Medical/ Healhcare Sa Founded in 199, he Fisher Insiue for Professional Selling is he nd oldes universiy Sa Program in he world. I has Corporae Parners a hree differen levels of engagemen and relaed benefis. The Fisher suppors a Major, Minor, and Cerificae in Professional Sa, and is he only Sa Program in he world o offer cusomized Sa Cerificaes in Healh Care Selling and Engineering / Technical Sa. UNIVERSITY OF ALABAMA Joe Calamusa IV [email protected] The Sa Program Culverhouse College of Commerce & Adminisraion 1 Sadium Drive Tuscaloosa, AL Sudens: 00 Sar Year: 00 Accrediaion(s): USCA, USP, EC, ET The UA Sa Lab is an 8-room faciliy feauring naionally benchmarked sa raining echnology, allowing sudens o examine, assess, and adjus processes for maximum improvemen. In addiion, sudens connec wih corporae recruiers and menors hrough neworking evens wih over regional, naional, and global organizaions. UNIVERSITY OF ALABAMA AT BIRMINGHAM John D. Hansen [email protected] School of h Avenue Souh, BEC 18D Birmingham, AL Sudens: Sar Year: 008 Indusrial Disribuion, Medical/ Healhcare Sa, Social Media The Professional Sa Program a he Universiy of Alabama a Birmingham offers a wide range of possible classes in Sa Leadership and Personal Selling on an as demanded basis. UNIVERSITY OF APPLIED SCIENCES IN WIENER NEUSTADT Einheien/Fachbereiche/ Markkommunikaion--Verrieb Dr. Karl Pinczolis [email protected] Johannes Guenberg Srasse Wiener Neusad, Ausria A ex 1 Sudens: Sar Year: 199 Accrediaion(s): GSSI Program Type(s): UMJ, USP, GF, ET Focus Opion(s): Inernaional, The program aims o combine academic sa sudies wih a more pracical orienaed educaion, which would be specifically suied o he business and echnology secors of oday. Wih he esablishmen of he bachelor and maser programs in business consulancy wih focus in sa he Universiy hopes o furher is repuaion and inernaional connecions, as well as provide sudens wih he opporuniy of a ruly unique and inernaional degree. UNIVERSITY OF ARKANSAS AT LITTLE ROCK Mark Funk [email protected] 801 Souh Universiy Avenue Lile Rock, AR Sudens: 0 Sar Year: 00, UEM, UMN Sudens paricipae in he program s Professional Edge placemen aciviies, including speed mixers and neworking evens wih employers. UNIVERSITY OF CENTRAL FLORIDA Dr. Ronald E. Michaels [email protected], 000 Cenral Florida Blvd. Orlando, FL Sudens: 0 Sar Year: 00, SACS Of he 00 sudens enrolled in UCF professional selling classes annually, only approximaely 0 are admied ino he exclusive Professional Selling Program where each suden signs a Commimen o Sa Professionalism. The UCF program boass a high-ech sa lab consising of a main classroom and eigh role-play rooms. UNIVERSITY OF CENTRAL MISSOURI Dr. Char Schwepker [email protected] Deparmen of Economics, Finance, & Markeing Dockery 00 Warrensburg, MO Sudens: 0 Sar Year: 008 UCM hoss he annual Sae Farm Markeing and Sa Compeiion in The Sae Farm Sa Lab. All markeing majors and minors complee a Professional Sa course. Sudens from he sa classes may compee for sa scholarships and he chance o represen he Universiy a he Naional Collegiae Sa Compeiion. UNIVERSITY OF CENTRAL OKLAHOMA Bob Kaiser [email protected] Thacher Hall, Room 10 Norh Universiy Drive Edmond, OK Sudens: 10 Sar Year: 009 Accrediaion(s): USCA associae member, ACBSP Program Type(s): UMJ, UMN, EC Focus Opion(s): Financial Services, Insurance, Medical/Healhcare Sa The program design is focused on learning he applicaion of he sa process and developmen of he ar of he sale. I is he only sa program in Oklahoma s higher learning insiuions. WE TRANSFORM STUDENTS INTO SALESPEOPLE. Through real sa readiness raining, mandaory sa inernships, and professional developmen. Find ou how you can access our ousanding sa candidaes o ake advanage of faser on-boarding and beer reenion: GREG DIPASQUALE, EXECUTIVE DIRECTOR or [email protected] business.ohio.edu/schey UNIVERSITY OF CINCINNATI hp://business.uc.edu/ceners/ sa-cener.hml Dr. Jane Sojka [email protected] Carl H. Lindner Lindner Hall PO Box 101 Cincinnai, OH Sudens: 00 Sar Year: 011, PSE, USCA associae member, UEM, UMN, GCE Insurance, Medical/Healhcare Sa Because UC is a major research insiuion in a meropolian locaion, UC offers sa educaion from leading researchers and seasoned sa professionals. We currenly have a pos-doc candidae researching feedback avoidance in sapeople. UC s firs sa disseraion was compleed in Augus. The meropolian locaion provides dedicaed sa faculy wih exensive sa experience. The sa insrucors have sold for P&G, Cinas, Sara Lee, Flin Group, Prudenial Insurance, and oher major BB corporaions locaed in Cincinnai. UNIVERSITY OF CONNECTICUT William M. Ryan [email protected] Hillside Road Uni 101 Sorrs, CT Sudens: 8 Sar Year: 001, PSE, UMN Broadcas Sa, Financial Services, Indusrial Disribuion, Insurance, Medical/Healhcare Sa,, Media/Enerainmen The Universiy of Connecicu School of Markeing Deparmen offers a Minor in Professional Sa, he only professional sa cerificae program in New England a a leading research universiy. Sudens are augh in an experienial learning environmen ha incorporaes real-world siuaions, speakers and inernships. Parner companies inerac wih sudens in he classroom, a neworking evens, and a panel discussions. Parner companies also provide sudens wih sa inernships o receive pracical hands on experience. 1 FOUNDATION 01 TOP UNIVERSITY SALES PROGRAMS 1

6 UNIVERSITY OF DAYTON hp:// business/index.php# Anhony (Tony) Krysofik 00 College Park Dayon, OH Sudens: 0 Sar Year: 00 Focus Opion(s): Medical/ Healhcare Sa, The Cener for Professional Selling, launched in 010, will suppor he sa program a UD. I provides suden suppor, sa relaed aciviies, and oureach o corporaions ineresed in hiring world-class sa professionals. Sudens in he Princip of Selling course mus conduc simulaed sa calls ha are held ouside of class in a sae-of-he-ar sa lab. UNIVERSITY OF GEORGIA hp:// direcory/profile/jhulland/ John Hulland [email protected] Terry 10 Brooks Hall Ahens, GA Sudens: 0 Sar Year: 00, PSE, UEM Financial Services, Indusrial Disribuion, Insurance, Inernaional, Professional selling sudens mus complee an inernship and paricipae in he Terry College PSE Sa Compeiion. Winners aend he Naional Collegiae Sa Compeiion. The key resources for he sa program are an acive Board of Advisors, he Sae Farm Sa Laboraory faciliy, and an acive PSE Chaper, Gamma. UNIVERSITY OF HOUSTON Carl Herman [email protected] Sa Excellence Insiue 800 Calhoun MH Houson, TX Sudens: 00 Sar Year: 199 Accrediaion(s): AACS, USCA full member, UCO, UMN, GE, EC, ET On an annual basis he program ouches over 0 sudens. There is an acive business parner menorship program embedded in he program. Each suden s capsone inernship/pracicum is cusomized o his/her area of ineres such as media, disribuion, spors markeing, commercial real esae, financial services ec. UNIVERSITY OF LOUISVILLE P.S. Raju [email protected] Louisville, KY Sudens: Sar Year: 000 Focus Opion(s): Enrepreneurship All 00 markeing majors complee Professional Relaionship Selling. Sudens may compee in five sa compeiions each year, aend Louisville Sa Leaders meeings, serve in he Suden Sa Nework, paricipae in a sa menorship program, and complee a sa inernship. UNIVERSITY OF MEMPHIS Markeing.memphis.edu Al Bush [email protected] Fogelman and Economics Memphis, TN Sudens: 0 Sar Year: 19 Focus Opion(s): Enrepreneurship All PS minor provides sudens wih an undersanding of key conceps and princip for building longerm relaionships hrough a cusomer cenric philosophy. UNIVERSITY OF MISSOURI hp://business.missouri.edu/ programs-and-admissions/undergraduae/degree-programs/cerificae-programs/cerificae-sa Wayne Keene [email protected] Trulaske Cornell Hall Columbia, MO Sudens: 0 Sar Year: 011, PSE Financial Services, Indusrial Disribuion, Medical/Healhcare Sa, This cerificae prepares undergraduae sudens for careers in he highly professional and dynamic field of sa. Through he cerificae s required coursework and inernship, sudens acquire vial skills as well as knowledge of curren bes pracices in he sa profession and sa managemen. UNIVERSITY OF NEBRASKA AT KEARNEY Indusrial Disribuion Sa Program Sco Jochum [email protected] Indusrial Disribuion Program Oo Olsen Building, Room 10C 08 1h Ave. Kearney, NE or Sudens: 00 Sar Year: 18 Accrediaion(s): ATMAE Program Type(s): UMJ Focus Opion(s): Indusrial Disribuion, The degree program focuses on echnical sa wih a 1 hour inernship, sa-oriened echnical courses, professional selling/negoiaion courses, and role-plays of sa and branch operaions funcions in The Indusrial Disribuion Simulaion Lab. Corporae parners develop professional relaionships wih sudens hrough exclusive career evens. UNIVERSITY OF NEBRASKA AT KEARNEY Professional Sa Markeing Program Marsha Yeagley [email protected] Wes Cener W1 Wes Hwy 0 Kearney, NE Sudens: 9 Sar Year: 19 This program is direced oward boh non-degree seeking individuals and sudens who are pursuing a degree. The PSC will add value o degree seeking individuals program as i will indicae heir compeency in he field of selling. Non-degree individuals will find ha i enhances heir job opporuniies and heir compeency in he field, furhering heir abiliy o be successful in a sa career. UNIVERSITY OF NEBRASKA AT LINCOLN hp://cbaes0.unl.edu/academicprograms/programs-and-degrees/ sa-cener/ Ravi Sohi, PhD [email protected] 1 N. 1h Sree. Lincoln, NE Sudens: 0- Sar Year: 01, PSE This program will graduae is firs class in 01. UNIVERSITY OF NEW HAMPSHIRE hps://paulcollege.unh.edu Caherine Blake [email protected] Peer T. Paul College of & Economics 10 Garrison Avenue Durham, NH Sudens: Sar Year: 010 Program Type(s): USP Financial Services, Inernaional Paul College Cener for Sa Excellence, Launch Dae-Fall,01: The Cener for Sa Excellence is he condui for he business communiy o find professionally rained, polished, and qualified candidaes who wish o pursue a career in sa leadership. The power of his program is he parnerships ha bring field experience ino he classroom enabling execuives o conribue o he professional developmen of sudens. This innovaive program combines he disciplines he business curriculum wih markeing, sa, eiquee and leadership o groom sudens for a professional selling career. The Sa Club and Sa Compeiion provide opporuniies for sudens o exend heir academic experience beyond he classroom and experience mock presenaions, negoiaions, and sraegy wih business execuives. THE UNIVERSITY OF NEW HAVEN Char (Pee) Peerson [email protected] Maxcy Hall 00 Boson Pos Road Wes Haven, CT Sudens: 0 Sar Year: 010, UMN Medical/Healhcare Sa, This growing program acceps sudens wih varying majors a he Universiy and requires ha each suden complee a saspecific inernship. UNIVERSITY OF NORTH ALABAMA Jerome M. Gafford [email protected] Box 11 1 Harrison Plaza Florence, AL --0 Sudens: Sar Year: 011 Accrediaion(s): PSE, ACBSP, USCA associae member, UCO, UMJ, UMN, USP Inernaional, Medical/ Healhcare Sa, The recenly esablished sa program is jus one example of he fac ha he College of is he fases growing uni of his universiy. I is commied o coninuous improvemen of is curriculum, academic programs, faculy and saff suppor, and is course managemen echnology. A sae-of-he-ar Sa Laboraory is available for use in role play criique. UNIVERSITY OF NORTH CAROLINA: KENAN FLAGLER BUSINESS SCHOOL David Robers [email protected] Cener for he Inegraion of Markeing and Sa McColl Building Campus Box 00 Kenan Cener Dr. Chapel Hill, NC Sudens: Sar Year: 010, GF, ET Financial Services, Inernaional, Medical/Healhcare Sa,, Channel Sa The program inegraes sa sraegy and skills hrough undergraduae and graduae business consuling projecs. In addiion o he sa emphasis, sa sraegy and skills are a componen of he enrepreneurship minor (undergrad), and Sa Sraegy is offered as an elecive for he fulland par-ime MBA programs. THE UNIVERSITY OF SOUTHERN MISSISSIPPI Dr. Mike Wimann [email protected] 118 College Dr. #091 Haiesburg, MS Sudens: 0 Sar Year: 009 Medical/Healhcare Sa Souhern Miss has a long hisory of placing sudens wih companies from he Forune 00 as well as smaller, enrepreneurial organizaions. Sudens ener many indusries including healhcare, consumer producs, reail, capial equipmen, oil & gas, business services, and ohers. The majoriy of markeing sudens sar heir careers in sa. THE UNIVERSITY OF TEXAS AT ARLINGTON Larry Chonko [email protected] Box S. Wes Sree, Room Arlingon, TX Sudens: 1 Sar Year: 01 The Sa Cerificae program is buil on a srong heoreical background bu emphasizes applicaions and pracice. The Sa Cerificae Program is available o boh business and non-business majors. The Professional Sa Program Code of Ehics is adoped by each suden in he program. THE UNIVERSITY OF TEXAS AT DALLAS hp://jindal.udallas.edu/academic Dr. Howard Dover [email protected] 800 Campbell Rd Richardson, TX Sudens: 10 Sar Year: 01, USCA associae member, UCO, UEM, GF Inernaional, Sudens in he professional sa concenraion benefi from involvemen of indusry-leading corporae parners, a faculy dedicaed o heir sudens educaion inside he classroom and ou, and a cadre of peers driven o succeed. Sudens who complee a sa concenraion emerge ready for he professional sa workforce, resuling in faser ramp-up o produciviy and reduced urnover for employers. UNIVERSITY OF TOLEDO Deirdre Jones [email protected] Edward Schmid School of Professional Sa 801 W. Bancrof S. UT COBI MS #10 Toledo, OH , Sudens: 0 Sar Year: 19, USCA full member, GSSI, PSE, AMA, NCSM, UMJ, UMN, GCE, GF, ET Inernaional, Medical/ Healhcare Sa, There are several unique differeniaors of UT s program: I has an inegraed curriculum requiring sudens o inerac, role play and do projecs across courses. Also, all of he faculy have sa experience of some sor o bring o he able. The program rouinely brings in business speakers o classrooms, hoss a corporae parner speaker series, a neworking nigh even, and an inernal sa compeiion wih mini job fair. Furher, a variey of online recruiing ools including role play caalogs, elevaor pich caalogs, a recruier caalog, live casing of inerviews and more are available. UNIVERSITY OF WASHINGTON Jack Rhodes [email protected] or [email protected] Michael G. Foser School of PACCAR Hall Box 8 PACCAR Hall Seale, WA or Sudens: 18 Sar Year: 001 Financial Services, Indusrial Disribuion, Insurance, Medical/Healhcare Sa, All sudens in he program eiher declared a major wihin The Foser School of or compleed a core se of business foundaion courses. Each suden s inernship is cusomized o his/her area of ineres such as media, spors markeing, disribuion, commercial real esae, financial services, or pharmaceuical sa. The Husky Sa Club (a regisered suden organizaion and an arm of he Sa Program) hoss a business parner Speaker Series hroughou he academic year and also hoss a Sa Career Fair. UNIVERSITY OF WISCONSIN- EAU CLAIRE hp:// Dr. Bob Erffmeyer [email protected] Deparmen of Managemen and Markeing Schneider Social Science Hall 1 10 Garfield Avenue Eau Claire, WI Sudens: 1 Sar Year: 199, USCA associae member, PSE Focus Opion(s): Services, Markeing Analyics, Enrepreneurship, Financial Services and Insurance Sudens ha complee he Professional Sa Emphasis ake classes such as Professional Selling, Sa Managemen, Advanced Sa Topics and Markeing Analyics and. Sudens use AC Nielson daa in heir classroom experiences.. In addiion, UW- Eau Claire hoss he Grea Norhwoods Sa Warm Up (hp:// sa/), giving sudens hands-on selling experience and feedback from sa professionals. UNIVERSITY OF WISCONSIN OSHKOSH Dr. Bryan Lilly [email protected] 800 Algoma Blvd. Oshkosh, WI Sudens: Sar Year: 01 Financial Services, Indusrial Disribuion, Insurance Sudens improve heir abiliy o leverage heir naural skills so hey can pursue job/career opporuniies where hey are likely o succeed because hey learn how o deal wih various 1 FOUNDATION 01 TOP UNIVERSITY SALES PROGRAMS 1

7 ypes of buyers and apply he appropriae sa process seps o mee heir needs. The program involves high paricipaion wih area sa professionals via a Sa Conference, a Career Symposium, field rips, Ride-Alongs, and Role Play ineracions coached by professionals. UNIVERSITY OF WISCONSIN- PARKSIDE Dr. Peer Knigh [email protected] School of and Molinaro 0 Wood Road Kenosha, WI Sudens: 8 Sar Year: 010 Financial Services, Inernaional The program requires a course in selling financial services. Using gaming/role-play sofware (Momenium) reinforces key conceps. A capsone projec in Personal Selling requires developing and execuing a professional sa presenaion o a senior indusry buyer based on a real life RFQ. UW Parkside Sa Cerificae is o be launched as an online flexible opion in March 01 wih naionwide promoion. UNIVERSITY OF WISCONSIN- RIVER FALLS hp:// Ozcan Kilic [email protected] and Economics 10 S. Third Sree River Falls, WI Sudens: 0 Sar Year: 01, UEM The and Economics has a prime locaion close o he Twin Ciies MSA wih a large concenraion of Forune 00 companies. This enab sudens o ge inernships a op ranked companies in heir respecive indusries. In addiion o inernaional sa experience, faculy has been eaching sa for over 0 years. The program has a sae-of-he-ar Sa Laboraory o reinforce experienial learning. UNIVERSITY OF WISCONSIN- WHITEWATER Dr. Jimmy Pelier [email protected] UW-Whiewaer 800 W. Main Sree Whiewaer, WI 1 -- Sudens: 10 Sar Year: 011, PSE, USCA, AMA, UEM, UMN Focus Opion(s): Enrepreneurship. Medical/Healhcare Sa, Wih seven differen sa classes he program is serving anoher large se of sudens who have no proclaimed sa bu end up in sa. Numerous non-credi sa cerificae programs are offered ou of he Sa Insiue; oally over 0 sudens annually. There are hree inernal sa compeiions no couning hose done for sending sudens ou o oher sa compeiions. The program has a UWW Sa Team, and AMA Sa Team, and a PSE Sa Team. There are abou 0 sponsoring companies coming o campus each year. There are six role-playing labs plus a professional video producion faciliy. VIRGINIA POLYTECHNIC INSTITUTE AND STATE UNIVERSITY Dr. Richard E. Buehrer [email protected] 00 Pamplin Hall #0 Blacksburg, VA Sudens: 10 Sar Year: 011, PSE, GSSI, USCA associae member, UCO, UMN The Virginia Tech professional sa program came on-line in fall 01. Every markeing major (approximaely 0) mus ake he basic sa course. WASHINGTON STATE UNIVERSITY-VANCOUVER Dr. Ronald W. Pimenel [email protected] CL 08G 10 NE Salmon Creek Ave. Vancouver, WA Sudens: Sar Year: 00 Focus Opion(s): All markeing majors are required o ake he professional sa opion and a professional sa cerificae is available o sudens in any major. WSU Vancouver was he overall Team Champion for he 00 Naional Collegiae Sa Compeiion (NCSC), besing suden eams from oher universiies. We also serve he recruiing needs of businesses in he Porland, OR mero area. WEBER STATE UNIVERSITY Desiree Cooper Larsen [email protected] Alan E. Hall Cener for Sa Excellence Sa and Service 10 Universiy Circle Ogden, UT Sudens: 0 Sar Year: 1, USCA Program Type(s): UMJ, UGE This new cener, opened in 01, enhances curren curricula in one of he bes four-year sa degrees in he naion by providing qualiy raining for oday s new sa economy. By creaing qualiy sa raining programs and opporuniies and aligning he sa profession wih he increasing need in corporae America for professionals o combine userdriven produc developmen wih rue cusomer expecaions. The cener ses iself apar from similar sa ceners by being he firs and only one of is kind among Uah s public universiies, and being he only four-year sa program of is kind in he naion. WEST VIRGINIA UNIVERSITY Michael F. Walsh, PhD [email protected] PO Box 0 Morganown, WV Sudens: 0 Sar Year: 010, USCA associae member, UCO, UCE Focus Opion(s): Enrepreneurship Two of he faculy have muliple publicaions in he Journal of Personal Selling & Sa Managemen, and boh are on he Ediorial Review Board. Included in he courses is an online course ha emphasizes using digial media for sa as well as he laes in CRM echnology. The dean of he college has a PhD in markeing and is a former vice presiden of Johnson & Johnson, one of he premier sa organizaions in he world. WESTERN CAROLINA UNIVERSITY Dr. Zahed Subhan zsubhan@ .wcu.edu 8 Cenennial Drive 09 CAT(Cener for Applied ) Cullowhee, NC Sudens: 0 Sar Year: 00 Program Type(s): UMJ, UMN, USP Inernaional A basic sa course is a requiremen for all business majors. The Universiy parners wih companies o provide sudens wih lead generaing experience as par of he coursework, and a call cener has been esablished for role-play and consrucive feedback. WESTERN KENTUCKY UNIVERSITY Dr. Lukas P. Forbes [email protected] #109 1 College Heighs Blvd. Bowling Green, KY Sudens: 0 Sar Year: 00, USCA Program Type(s): UMJ, UMN The Cener offers five differen sa courses found wihin eiher a sa major or sa minor. Wihin he minor, more han 0 differen majors are represened. A corporae parnership program allows for numerous gues speakers, inernships, and employmen opporuniies for sa sudens. WESTERN MICHIGAN UNIVERSITY Dr. Seve Newell [email protected] Haworh Kalamazoo, MI Sudens: 0 Sar Year: 1999 Program Type(s): UMJ The Harold Ziegler Ineracive Sa Labs allow sudens o conduc role-plays and sa presenaions. Sa faculy have sa relaed business experience. WMU sudens have been successful in muliple naional sa compeiions. The sudenrun Sa and Markeing Associaion has + members. All faculy members have real-world sa experience. WIDENER UNIVERSITY Dr. Mary E. Shoemaker [email protected] One Universiy Place Cheser, PA Sudens: 0 Sar Year: 00, PSE Widener Universiy offers an emphasis in sa for 0 sudens. The program requires Professional Personal Selling, Sa Managemen, and Cusomer Relaionship Managemen. All classes provide connecions wih indusry professionals, and sudens complee an addiional six hours of personal ineracion wih sa professionals. All sudens have significan ineracion wih sa professionals in performing role-plays, inerviewing sa people, and required neworking evens. Sa program alumni provide menoring. WILLIAM PATERSON UNIVERSITY Dr. Prabakar (PK) Kohandaraman [email protected] The Russ Berrie Insiue for Professional Selling 100 Valley Rd. Fourh Floor Wayne, NJ Sudens: 0 Sar Year: 00, USCA Program Type(s): UMJ, UMN Focus Opion(s): Financial Services, Medical/Healhcare Sa, As he firs o offer a separae degree in Professional Sa, RBI offers an inegraed compeencybased curriculum, sa faculy wih sa experience, oal experienialbased learning buil around case sudies, projecs and role-plays in sae-of-he-ar behavioral laboraories, along wih e-porfolios ha demonsrae heir capabiliies. WINONA STATE UNIVERSITY Marianne Collins [email protected] Somsen W. Mark Sree Winona, MN Sudens: Sar Year: 011, GSSI, PSE, USCA associae member The program offers o is sudens many opporuniies o experience real business siuaions hrough inernship programs, ours o companies, gues speakers from business and indusry, and research opporuniies. XAVIER UNIVERSITY OF LOUISIANA Dr. Joe M. Ricks, Jr. [email protected] Division of 1 Drexel Drive New Orleans, LA Sudens: 0 Sar Year: 00 Accrediaion(s): ACBSP, UMN The business program offers a number of dynamic and exciing programs for undergraduae sudens and prepares hem well o ake leadership ro in corporae America. NEW ENTRIES TO THE TOP LISTING AT PRESS TIME HUSSON UNIVERSITY COLLEGE OF BUSINESS Bill Wason [email protected] 1 College Circle Bangor, ME Sudens: 1 Sar Year: 01 Accrediaion(s): IACEB The Sa Cerificae includes four courses and a required inernship. Sraegic selling is he emphasis of his program. TEXAS A&M UNIVERSITY WEBSITE UNDER CONSTRUCTION Andrew Loring [email protected] 0 Wehner Building 11 TAMU College Saion, TX Sudens: 180 Sar Year: 01, PSE This program hoss is own Sa Compeiion wih sudens from he School, Agriculure School and Indusrial Disribuion program. A&M is in phase one of a hree phase process o develop a Sa Cener. OTHER NOTABLE PROGRAMS The following schools provide opporuniies for sudens o obain some classroom raining and/or pracical experience specific o professional sa. Mos are working wih heir universiies o esablish formal programs. BLOOMSBURG UNIVERSITY OF PENNSYLVANIA Monica Favia, PhD [email protected] 00 E. Second Sree Bloomsburg, PA This program is expecing o be formally recognized in 01. BRIGHAM YOUNG UNIVERSITY Tamara Masers, PhD [email protected] 8 Tanner Building Brigham Young Universiy Provo, UT Sudens have shadowing experiences as well as consul a firm on a sa force plan. BRITISH COLUMBIA INSTITUTE OF TECHNOLOGY Glenna Urbshad [email protected] 00 Willingdon Ave Brigham Young Universiy Barnaby, Briish Columbia, Canada VG H The inensiy of he program wih he heavy workload, and applicable sa raining resuls in 0% of he sudens employed by he ime hey graduae and he remainder being employed wihin he nex hree monhs. The repuaion of he program has resuled in sudens coming o he program whose parens graduaed from he same program and of course when hey graduae hey come back and hire a BCIT suden because hey know he work ehic required o ge hrough he program. BUTLER UNIVERSITY Daniel McQuison [email protected] Indianapolis, IN Buler Universiy implemened an undergraduae sa emphasis in 01. The program has 0 sudens. Sudens will be required o ake Inroducory Sa, Advanced Sa, Markeing Communicaions, and a sa-relaed inernship. All sudens are required o ake wo inernships. I is a class hey ake for credi. An innovaive eaching mehod is also employed using soryelling ha is ransformed ino soryselling assigned o wo sudens each class. EURIDIS BUSINESS SCHOOL Bernard Hasson [email protected] Rue du Landy Sain Denis, Ile de France France This program has been serving undergraduae and graduae sudens since 19. While i is no accredied by an exernal body he requiremens for is programs are impressive. LOYOLA MARYMOUNT UNIVERSITY hp:// Mark Leach [email protected] Adminisraion 1 LMU Drive Los Ange, CA The Markeing major provides sudens wih he opion o focus on specific areas such as consumer behavior, marke research, brand managemen, inernaional markeing, promoion managemen, sa, business-obusiness markeing, perspecives on consumpion, pricing, markeing law, spors markeing, and global markeing sraegy. MARKETING CENTER MUENSTER hp:// ifm/en/index.phpmar Dr. Manfred Kraff [email protected] Am Sadgraben 1-1 Muenser, Germany This program began in 00 and consiss of a Sa Managemen course. MARQUETTE UNIVERSITY Alex Milovic [email protected] David Sraz Hall, PO Box 1881 Milwaukee, WI Marquee will be acceping sa sudens ino is new sa emphasis program in mid o lae 01. MIDDLE TENNESSEE STATE UNIVERSITY Dr. Kaie Kemp [email protected] MTSU Box 9 Murfreesboro, TN FOUNDATION 01 TOP UNIVERSITY SALES PROGRAMS 19

8 Sudens may join a sa eam ha paricipaes in naional sa compeiions. They have he opporuniy o complee sa inernships, sa courses and oher preparaory programs. To encourage sa skill developmen and paricipaion in naional compeiive evens, a corporae-sponsored compeiion across all secions of Personal Selling was creaed. There are cash prizes and grade incenives as rewards for performance in he wo-round compeiion. NORTHEASTERN UNIVERSITY hp://damore-mckim.norheasern.edu Jay Mulki, PhD [email protected] 0 Huningon Avenue Markeing Group Boson, MA This program is no formally recognized by he universiy, bu i is accredied by AACSB and offers an undergraduae minor o sa sudens. NORTHERN ARIZONA UNIVERSITY hp://franke.nau.edu/ Kevin Trainor [email protected] The W.A. Franke P.O. Box 10 Flagsaff, AZ This new program has received approval, wih he firs classes scheduled for he fall of 01. A sa concenraion will be offered. PURDUE UNIVERSITY CALUMET purduecal.edu Claudia Mich [email protected] 00 19h Sree Hammond, IN This is a brand new program saring wih one course. REINHARDT UNIVERSITY hp:// Waler Beck [email protected] 00 Reinhard College Circle Waka, GA The program prepares sudens for careers as sa and markeing professionals. SAINT LOUIS UNIVERSITY Dr. Drew Sevens [email protected] 80 Lindell Blvd. Sain Louis, MO Sa Leadership a Sain Louis Universiy is offered online, on ground and hybrid. Courses are eigh weeks in lengh and available o adul learners who work full ime and can aend school wherever, however and whenever hey can. Our professional sa program has jus come on-line his fall semeser. However, every markeing major (approximaely 0) mus ake he basic sa course. SAMFORD UNIVERSITY C. Clifon Eason [email protected] 800 Lakeshore Drive DBH 1 Birmingham, AL This program is seeking recogniion from he universiy in early 01. I is saring wih 18 sudens and expecing o offer an undergraduae concenraion in Sa. SAN DIEGO STATE UNIVERSITY hp://cbaweb.sdsu.edu/markeing Dr. George Belch [email protected] Markeing Deparmen 00 Campanile Drive San Diego, CA Saring in he fall semeser of 01, he Markeing Deparmen of he Adminisraion offered he Professional Selling and Sa Managemen Specializaion o undergraduaes. Sudens paricipae in he M Fronline Sa Program and inernships hrough he Inernship program. TEXAS CHRISTIAN UNIVERSITY Bob Akin, Jr. [email protected] P.O. Box E. Coai For Worh, TX This program is in he exploraory phase wih sudens in he sa classes. UNIVERSITY OF MINNESOTA, DULUTH hp:// Dr. Sephen Casleberry [email protected] Dep. of Markeing 118 Kirby Drive Duluh, MN This program is in he exploraory phase wih 0 sudens in he sa classes. UNIVERSITY OF MISSISSIPPI hp:// Markeing/faculy.hml Dr. Hua Chen [email protected] School of Adminisraion Holman 9 P.O.BOX 188 Universiy, MS This program was recognized in 19 by he universiy and serves 180 sudens by providing an undergraduae specialy offering wo sa courses. UNIVERSITY OF SOUTH AUSTRALIA hp:// John Wilkinson [email protected] Ciy Wes Campus GPO Box 1 Adelaide, SA Ausralia Approximaely sudens per year ake he sa course ha is offered. VILLANOVA UNIVERSITY Greg Bonner [email protected] and Law Barley Hall, Room Lancaser Ave. Villanova, PA Villanova s College of offers wo sa courses, Professional Selling and Sa Managemen, hrough heir and Law. The Universiy hoss alumni evens o assis alumni working in he sa indusry. Sudens have paricipaed in he Career Developmen Program and a annual sa compeiions. Universiy Sa Educaion Career Selecion & Alignmen Professional Sandards Universiy Sa Educaion Career Selecion & Alignmen Professional Sandards Pg TOP UNIVERSITIES FOR PROFESSIONAL A large variey of choices for graduae and undergraduae programs, sa specialies, compeiions and inernships. Pg. 1 Leer from he Edior Educaion, research and specializaion are driving a ransformaion in he sa process. Pg. Is a Universiy Educaion Worh he Price? Sa Myhs: DEBUNKED Consider your ROI when pursuing higher educaion. Pg. The End of Sa as We Know I! Cusomers changing expecaions are driving a revoluion of he sa profession. ISSUE 011 Pg. 8 Top Universiy Sa Programs Find deail on programs ha prepare sudens for careers in professional selling. Pg. 1 Look more closely a he facs behind common assumpions. Pg. 18 SaPro Snapsho Compelling sasics highligh he sa profession and lifesyle benefis. Sa Educaion Sa Foundaion Educaion Foundaion Elevaing he Sa Profession Elevaing Through Universiy he Sa Educaion. Profession Through Universiy Educaion. Universiy Sa Educaion Career Selecion & Alignmen Professional Sandards Universiy Sa Educaion Career Selecion & Alignmen Professional Sandards Pg TOP UNIVERSITIES FOR PROFESSIONAL See he large variey of choices for undergraduae, graduae, execuive raining programs, sa specialies, compeiions and inernships. Pg. 01 Leer from he Edior Addressing common misakes and parnering wih universiies Find ou how sa educaion for more han alen programs can be a beneficial significanly increases link beween business a company s boom line. and academia. Pg. 0 Recruier's Corner: Hiring for Higher Performance Find ou wha small changes you can make o gain big rewards. Pg. 0 Mach Tango Consider a proven mehod for minimizing risk in he hiring process. Pg. 0 Raising Sa Force Effeciveness Pg. 10 Bringing Two Worlds Togeher Pg. 1 Research Grans Awarded Learn abou grans awarded for academic research on sa challenges. Pg. 1 Sa Educaors' Academy Learn how professors are collaboraing o improve sa educaion. Pg. Sa Myhs Debunked Learn how he Inerne is Reconsider assumpions abou increasing demand for moivaion and managemen specialized sa professionals. in sa. ISSUE 01 Sa Educaion Sa Foundaion Educaion Foundaion Elevaing he Sa Profession Elevaing Through Universiy he Sa Educaion Profession Through Universiy Educaion. Universiy Sa Educaion Career Selecion & Alignmen Professional Sandards Pg TOP UNIVERSITIES FOR PROFESSIONAL See he large variey of choices for undergraduae, graduae, execuive raining programs, sa specialies, compeiions and inernships. Pg. 01 Leer from he Edior Providing sa managers wih necessary ools and access o bes pracices enriches boh business and academia. Pg. 0 Should We Really Be Surprised When a Sa Manager FAILS? Jason Jordan, gues conribuor, sa managemen exper, and auhor, shares insighs on why some sa managers fail. Pg. 0 Candidae Mach and Career Developmen Discover how hese programs serve wo of he SEF s audiences and see insighs from a sa suden. ISSUE 8 01 Pg. 0 The Fuure of Selling The End of Sa As We Know I New vision of how sa is rapidly changing from convenional wisdom. Pg. 0 LinkedIn for Sudens and Managers Bob Nadeau, Direcor of he Professional Sa Program a Plymouh Sae Universiy shares his ips for LinkedIn. Pg. Have You Ever Though Abou Using Your Skills The Universiy Sa Cener Alliance (USCA) provides informaion and program connecions for obaining a Ph.D. in Sa. 01 Sa Educaion Foundaion Elevaing he Sa Profession Through Universiy Educaion HOW YOU CAN PARTICIPATE Each year, ypically in lae Ocober/early November, SEF sends an inviaion link o paricipae in our annual daa collecion survey for he Top Sa Universiies lising. While much effor is pu ino connecing wih everyone, each year we discover new programs. Accuracy is paramoun, so please respond o your inviaion and complee he survey, or updae your informaion. PROGRAMS NOT LISTED If you have a sa program in place, or are offering/plan o offer some ype of sa classes, please connec wih us by [email protected]. 0 FOUNDATION