8 SALES EDUCATION FOUNDATION

TOP U.S.SALES SCHOOLS:

Ball State University

Baylor University

Bradley University

California State University, Chico

Central Michigan University

College of New Jersey, The

DePaul University

Elon University

Florida State University

Georgia Southern University

Georgia State University

Illinois State University

Indiana University

Indiana State University

Kennesaw State University

Michigan State University

Missouri State University

Nicholls State University

North Carolina A&T State University

Northern Illinois University

Nova Southeastern University

Ohio University

St. Catherine University

Texas State University, San Marcos

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Tuskegee University

University of Akron

University of Alabama

University of Arkansas at Little Rock

University of Central Florida

University of Central Missouri

University of Connecticut

University of Dayton

University of Georgia

University of Houston

University of Louisville

University of Nebraska at Kearney

University of North Carolina

University of Southern Mississippi

University of Toledo

University of Washington

University of Wisconsin, Eau Claire

University of Wisconsin, Parkside

Washington State University

Western Carolina University

Western Kentucky University

Western Michigan University

Widener University

William Paterson University

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2011 TOP UNIVERSITIESFOR PROFESSIONALSALES EDUCATION

2011 TOP UNIVERSITIES FOR PROFESSIONAL SALES EDUCATION 9

2011 TOP UNIVERSITIESFOR PROFESSIONALSALES EDUCATION

WHY SHOULD EMPLOYERS CARE ABOUT SALES EDUCATION?

IT’S A WIN-WIN-WIN. THE SCHOOLS WIN BECAUSE WE’RE

PLACING STUDENTS INTO VALUABLE POSITIONS. STUDENTS

WIN BECAUSE THEY ARE BETTER PREPARED TO COMPETE IN

THE MARKET, AND EMPLOYERS WIN BECAUSE THEY HAVE

BETTER PEOPLE PRODUCTIVE IN A MUCH SHORTER TIME.

—David Roberts, University of North Carolina

TOP EUROPEANSALES SCHOOLS:

Athens University of Economics and Business (GREECE)

FHWein-Studiengaenge der WKW (AUSTRIA)

Groupe ESC Clermont School of Management (FRANCE)

Montpellier 1 University (FRANCE)

Portsmouth Business School (UNITED KINGDOM)

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THE FOLLOWING UNIVERSITIES HOST PROGRAMS THAT PREPARE STUDENTS FOR CAREERS

IN PROFESSIONAL SELLING. LISTED PROGRAMS REQUIRE COMPLETION OF A MINIMUM

OF THREE SALES-SPECIFIC COURSES, THE OFFERING OF SALES INTERNSHIPS, AND

UNIVERSITY RECOGNITION FOR INDIVIDUALS UPON PROGRAM COMPLETION. THE

FOLLOWING SCHOOLS PROVIDED SEF WITH THE DETAILS OF THEIR PROGRAMS AND

STUDENT OFFERINGS.

Program Types: CE = Certificate CO = Concentration EM = Emphasis MJ = Major MN = Minor SP = Specialization

ATHENS UNIVERSITY OF ECONOMICS AND BUSINESSwww.salesingreece.orgGeorge Avlonitisavlonitis@aueb.gr Evelpidon 47 & Leykados 33, Office 706Athens, Greece 11362+30210 8203665Students: 40Start Year: 2003Accreditation(s): Greek Sales InstituteProgram Type(s): CE, COThe concentration requires four sales courses.The certificate, in partnership with the Greek Sales Institute, is open to students/practitioners.

BALL STATE UNIVERSITYwww.bsu.edu/salescenterDr. Ramon Avilaravila@bsu.eduH.H. Gregg Center for Professional SellingWhitinger Business Building, Room 307Muncie, IN 47306765-285-5136Students: 107Start Year: 2007Accreditation(s): AACSB, USCA, SMTProgram Type(s): CE, CO, EM, MJ, MNStudents sell products and/or create salestechnology related tools for real clients (for profit and non-profit organizations). They takea sales technology course that incorporatesCRM and gives special attention to understand-ing and working with various sales metrics(using Excel).

BAYLOR UNIVERSITYwww.baylor.edu/business/sellingDr. Andrea L. Dixon, Executive Directorandrea_dixon@baylor.edu Karen Lancaster, MBA- Corporate Relationskaren_lancaster@baylor.eduCenter for Professional SellingMarketing DepartmentHankamer School of BusinessOne Bear Place #98007Waco, TX 76798254-710-4246Students: 198 Start Year: 1985Accreditation(s): AACSB, USCA, PSE, AMA Sales SIG, AMS, GSSI, SMTProgram Type(s): EM, MJBaylor’s ProSales majors complete a seven-course major, sales internship, professionaldevelopment program, internal sales competition, and at least one external sales competition. This highly selective major is limited to 18 students per program year. Students with the ProSales emphasis leverage two+ sales courses to supplement a nationally-recognized humanities-based, business major.

BRADLEY UNIVERSITY:THE FOSTER COLLEGE OF BUSINESSwww.bradley.edu/academic/departmentsmarketing/programs/sales/Dr. Mark C. Johlkemjohlke@bradley.eduDepartment of Marketing1501 W. Bradley Ave.Peoria, IL 61625309-677-3947Students: 55Start Year: 2004Accreditation(s): AACSB, USCA, SMTProgram Type(s): CO, MNThrough a structured sequence of focused coursework, extensive role play assignments, personalized feedback, self-evaluation andreview, and actual sales experience, graduates of the Bradley University Professional SalesProgram develop the skills and experiences necessary for success in today’s demanding sales environment.

CALIFORNIA STATE UNIVERSITY, CHICOwww.csuchico.edu/cob/psp/index.shtmlDr. Timothy Heinzetcheinze@csuchico.eduCollege of Business, Departmentof Finance and MarketingTehama Hall 301Chico, CA 95929-0051530-898-6090Students: 100Start Year: 2008Accreditation(s): AACSB, USCA Program Type(s): CE, COThe certificate program consists of five required classes, one prerequisite, and one elective.Students in the Advanced Topics in ProfessionalSales course work for an external sales organi-zation and experience “real-world” sellingsituations. Chico State also hosts the annual Western States Collegiate Sales Competition.

CENTRAL MICHIGAN UNIVERSITYhttp://mkt.cba.cmich.edu/salesminor/Dr. Concha Neeleyconcha.neeley@cmich.edu100 Smith HallMt. Pleasant, MI 48859989-774-3701Students: 150Start Year: 2008Accreditation(s): AACSB, PSEProgram Type(s): CO, MNCentral Michigan University’s Sales Programis available to all students at the University.Participants are required to complete aninternship. Due to a partnership with CarewInternational Inc., all students will receive the same training that Carew provides to its clients’ sales forces.

THE COLLEGE OF NEW JERSEYwww.tcnj.edu/~business/businessadmin/ marketing/psminor.htmlDr. Alfred PelhamPelham@tcnj.eduDepartment of MarketingPO Box 7718Ewing, NJ 08628-0718609-771-3027Students: 25Start Year: 2005Accreditation(s): AACSB, PSEProgram Type(s): EM, MNTCNJ is ranked as one of the 75 Most Competitiveschools in the nation by Barron’s Profiles of American Colleges, and number one public institution in the northern region by U.S. News and World Report. The School of Business is also ranked 65th nationally by Business Week.

DEPAUL UNIVERSITYwww.salesleadershipcenter.comDaniel P. Strunkdstrunk@depaul.edu1 East Jackson Blvd.Suite 7500Chicago, IL 60604-2201312-362-7250Students: 950Start Year: 2005Accreditation(s): AACSB, USCA, PSEProgram Type(s): CO, MNDePaul University has both undergraduateand graduate sales education programs.Undergraduates can participate regardless of major and must complete at least four sales focused classes and one internship. In addition, DePaul offers an MBA with a Sales Leadership Concentration.

ELON UNIVERSITYwww.elon.edu/e-web/academics/business/chandler_center/default.xhtmlDr. Earl Honeycuttehoneycutt@elon.eduCB 2075Chandler Family Professional Sales CenterElon, NC 27244336-278-5961Students: 60Start Year: 2010Accreditation(s): USCA, PSEProgram Type(s): MJ, MNElon uses engaged learning techniques with three to four professional salespersons and sales managers speaking to each course. They focus on best practices and group projects for local firms, and approximately 75 percent of the students have studied abroad.

10 SALES EDUCATION FOUNDATION

FHWIEN-STUDIENGÄNGE DER WKWwww.fh-wien.ac.at/marsMag. Anna Lischkaanna.lischka@fh-wien.ac.atInstitute for Marketing and Sales ManagementWahringer Gurtel 97Vienna, Austria 1180+43.1.476 77-5850Students: 114Start Year: 2007Accreditation(s): FH CouncilProgram Type(s): CO, MJAustria’s first sales program began in 1997 atFHWien-Studiengänge der WKW. A Bachelor’s option was added in 2007 and a Master’s in 2008. The combination of marketing and salesaddresses topics ranging from product introduction to sales and customer retention.

FLORIDA STATE UNIVERSITYwww.fsusalesinstitute.com/Pat Pallentinoppallent@cob.fsu.edu821 Academic WayTallahassee, FL 32306-1110850-933-7267Students: 100Start Year: 2002Accreditation(s): AACSB, USCAProgram Type(s): CE, MJThe nationally recognized and award winning Sales major currently has approximately 100students. The sales program is part of the FSU Sales Institute, which also is responsible for sales-related research and executive training programs. There are currently two PhDcandidates focusing on the sales profession.

GEORGIA SOUTHERN UNIVERSITYhttp://coba.georgiasouthern.edu/centers/sales/Dr. C. David Shepherddshepherd@georgiasouthern.eduPO Box 8154Statesboro, GA 30460912-478-1961Students: 120Start Year: 2007Accreditation(s): AACSB, USCAProgram Type(s): EMGeorgia Southern University is a public,Carnegie Doctoral/Research university. Their concentration in Sales & Sales Management isa key area of distinction reflecting the University’s culture of engagement that bridges theory with practice, extends the learning environment beyond the classroom, and promotes student growth and life success.

GEORGIA STATE UNIVERSITY http://robinson.gsu.edu/marketing/academicprograms/bba_cert.htmChris Lemleyclemley@gsu.eduRobinson College of BusinessPO Box 3991Atlanta, GA 30302-3991404-413-7668Students: 33Start Year: 2008Accreditation(s): AACSBProgram Type(s): CEGeorgia State’s certificates are focused onstudents within business disciplines, both anundergraduate certificate to supplement amarketing degree and a graduate programin strategic sales leadership are available.The undergraduate program is selective and requires five sales specific courses.

GROUPE ESC CLEREMONT SCHOOL OF MANAGEMENTwww.esc-clermont.frPascal BrassierPascal.brassier@esc-clermont.fr4 BD Tudaine, 63000Clermont-Ferrand, FRANCE+33.473.98 24 24Students: 1400Start Year: 2002Accreditation(s): GSSIProgram Type(s): CEClermont offers classes covering salestechniques and sales organization. Inaddition, at the master’s level, sales classes include business negotiation and sales management. Clermont is a leader in Francein sales education. They created a Chaire (Institute) in Sales Development to provideeducation, research, and consulting activities.

ILLINOIS STATE UNIVERSITYwww.prosales.ilstu.eduMichael C. Boehmmboehm@ilstu.eduProfessional Sales InstituteCampus Box 5590, College of BusinessNormal, IL 61790-5590309-438-2954Students: 255Start Year: 2005Accreditation(s): AACSB, USCAProgram Type(s): CO, MJFocus Option(s): Insurance and Financial ServicesFunding partnerships with organizations provides over $2 million in student scholarships, faculty development, and sales research and support. Graduate level sales training for insurance and financial services sales is the core component for the Professional Insurance Sales Associate (PISA) professional designation.

INDIANA STATE UNIVERSITYwww.indstate.edu/business/salesDr. Jon M. Hawesjon.hawes@indstate.eduSales and Negotiations CenterScott College of Business, Room 912800 Sycamore St.Terre Haute, IN 47809812-237-2286Students: 70Start Year: 2010Accreditation(s): AACSB, USCAProgram Type(s): CE, CO, MNFocus Option(s): Insurance and Medical Sales Sales classes heavily emphasize innovative experiential learning. The Sales and Negotiations Lab provides an opportunity to conduct Skill Practice Exercises within the curriculum. Students compete in national sales competitions and in Sales Career Exploration Events, gaining career insights from sales professionals who serve as role models/mentors.

INDIANA UNIVERSITYwww.kelley.iu.edu/globalsalesDr. Rosann Spirospiro@indiana.eduKelley School of Business1309 E. Tenth St.Bloomington, IN 47405812-855-1100Students: 205Start Year: 1996Accreditation(s): AACSB, USCA, PSEProgram Type(s): CO, EMThe Center for Global Sales Leadership is one of the nation’s first educational sales centers ata nationally ranked business school. Indiana’ssales students can earn a concentration in addition to their majors. Home to the annual National Team Selling Competition, Indiana provides a team selling competition for educational purposes.

KENNESAW STATE UNIVERSITYhttp://professionalselling.kennesaw.eduDr. Terry W. Loetloe@kennesaw.eduColes College of Business1000 Chastain Rd., MB 0406Kennesaw, GA 30144678-797-2017Students: 400Start Year: 1989Accreditation(s): AACSB, USCA, PSEProgram Type(s): CO, EM, MJ, MNThe KSU Center for Professional Sellingassists in developing sales programs for otheruniversities in the US and abroad and is home to the National Collegiate Sales Competition (NCSC), the largest and oldest university sales role-play competition in the U.S., hosting more than 60 sales programs annually.

MICHIGAN STATE UNIVERSITYwww.cas.msu.edu/salesJennifer Rumlerrumlerj@msu.edu183 Comm. Arts Bldg.East Lansing, MI 48824517-355-9659Students: 200Start Year: 2009Accreditation(s): AACSBProgram Type(s): SPThe Specialization is an interdisciplinary effort of two nationally ranked academic colleges– Broad College of Business and the Collegeof Communication Arts and Sciences.Students with a wide variety of majorsparticipate, completing a minimum of 500hours of experiential learning, including a300 hour professional sales internship.

MISSOURI STATE UNIVERSITYwww.missouristate.edu/mktDr. Alex HamwiAlexHamwi@missouristate.eduMarketing Department901 S. National Ave.Springfield, MO 65897417-836-5413Students: 81Start Year: 1983Accreditation(s): AACSBProgram Type(s): EMMissouri State boasts the largest business school in the state, with 750 Marketing majors alone. Of that group, 130 take advantage of the Professional Sales emphasis.

2011 TOP UNIVERSITY SALES PROGRAMS 11

MONTPELLIER 1 UNIVERSITYwww.isem.univ-montp1.frCecile Caussececile.causse@univ-montp1.frEspace Richter, Bat. BRue Vendemiaire, CS 19519FRANCE+33 4 99 13 02 00Students: 30Start Year: 2008Program Type(s): MJThe program at Montpellier’s ISEMM is oneof only a few among French universities. Itgives students high level competencies in the domain of sales and negotiation. Foreign faculty is regularly invited to provide an international focus in connection with international associations, such as Global Sales Science Institute (GSSI).

NICHOLLS STATE UNIVERSITYwww.nicholls.edu/marketing/degree-plans/professional-sales Dr. R. Charles Viosca, Jr.chuck.viosca@nicholls.eduPO Box 2015906 E. First St.Thibodaux, LA 70310985-449-7016Students: 35Start Year: 2003Accreditation(s): AACSB, PSEProgram Type(s): COFocus Option(s): Financial Services MarketingNicholls State University utilizes a professional, corporate-style training facility including role-play rooms to enhance the sales and behavioral skills of students. This facility is also used for the Annual Bayou Sales Challenge, a regional, intercollegiate sales role-play competition hosted by the College of Business at Nicholls each fall.

NORTH CAROLINA A&T STATE UNIVERSITYwww.ncat.edu/~sbe/centerins/fslp.html Dr. Jacqueline Williamsjacq@ncat.edu1601 East Market StreetGreensboro, NC 27411336-334-7656Students: 45Start Year: 2005Accreditation(s): AACSBProgram Type(s): CE, COCustomer Relationship Marketing & Management Partnership with the 3M Company and itsFrontline initiative fostered the developmentof a Customer Relationship Marketing &Management Certificate program available to students across the University. Courses on personal selling and customer relationship management are designed to enhance major academic degrees across the campus.

NORTHERN ILLINOIS UNIVERSITYwww.cob.niu.edu/salesDr. Dan C. Weilbakerdweilbak@niu.eduDepartment of MarketingBarsema Hall 128R

Dekalb, IL 60115815-753-6216Students: 175Start Year: 1988Accreditation(s): AACSB, USCA, PSE, GSSIProgram Type(s): CE, EMNorthern Illinois is the only school to publish a sales journal (The Journal of Selling & MajorAccount Management). They established asales specific exchange program with universities in Ireland and Austria. Sales students are notrequired to have majors in the School ofBusiness, allowing representation fromvarious disciplines.

NOVA SOUTHEASTERN UNIVERSITYwww.huizenga.nova.edu, or www.nsusales.comDr. Charlie Pettijohncharlie.pettijohn@huizenga.nova.eduH. Wayne Huizenga School of Business& EntrepreneurshipThe Carl DeSantis Bldg.3301 College Ave.Fort Lauderdale, FL 33314-3755954-262-5030Students: 24Start Year: 2010Program Type(s): CO, MJ, MNAll majors from the school of business complete two semesters of sales courses. Partnership with Sandler Sales Training created a practically based component to the sales program, and advanced, state-of-the-art technology provides students with an opportunity to practicepresentations and hone sales skills.

OHIO UNIVERSITYwww.thesalescentre.comKenneth L. Hartunghartung@ohio.eduThe Ralph and Luci Schey Sales CentreCopeland Hall 601AAthens, OH 45701-2979740-593-9328Students: 225Start Year: 1997Accreditation(s): AACSB, USCA, SMTProgram Type(s): CECompanies partner with the Schey Sales Centre (a selective entry sales program) becausethey know they are hiring college graduates who have had real sales readiness training and real sales experience in college plus apre-determination to sell. All Ohio University undergraduates may apply to theircertificate program.

PORTSMOUTH BUSINESS SCHOOLwww.port.ac.uk/salesmanagement Beth Rogersbeth.rogers@port.ac.ukRichmond BuildingPortland StreetPortsmouth, UK PO1 3DE+44-2392-848484Students: 90Start Year: 2002Program Type(s): MJ, MN

Portsmouth offers opportunities for undergradu-ates and postgraduates on business pathways to take options on personal selling, account management and sales management. Inaddition, Portsmouth has pioneered a specialist postgraduate program for account managers and sales managers. Assessments focuson developing a best practice in thesponsoring organization.

ST. CATHERINE UNIVERSITYwww.stkate.edu/salesLynn Schleetersales_innovation_center@stkate.edu2004 Randolph AvenueMS 4124St. Paul, MN 55105651-690-8762Students: 150Start Year: 1998Accreditation(s): USCAProgram Type(s): CE, MJ, MNFocus Option(s): Healthcare Sales and B2B SalesThe Center of Sales Innovation conductsoriginal research and offers continuing educationprograms to study the complexity of sales.Candidates include traditional and nontraditional students interested in changing careers or reentering the workforce. The Center offers leadership development programs to advance women sales leaders in organizations.

TEXAS STATE UNIVERSITY-SAN MARCOSwww.marketing.mccoy.txstate.eduVicki Westvw03@txstate.edu601 University Dr.San Marcos, TX 78666512-245-3224Students: 350Start Year: 2008Accreditation(s): AACSBProgram Type(s): COThe action-oriented curricula includes developing a series of specific skills: role-playing, writing sales communications based on the salesprocess and making high level business-to-business corporate presentations. The faculty members work with national companies onvarious projects teaching prospecting, marketing, and building brand awareness.

TUSKEGEE UNIVERSITYwww.tuskegee.edu/academics/colleges/ cbis/sales_and_marketing.aspxAnthony Freemanafreeman@tuskegee.eduBrimmer College of Business and Information Sciences, Management Department, Sales and Marketing Program2 Benjamin DriveTuskegee, AL 36088334-727-8713Students: 126Start Year: 1997Program Type(s): CE, MJTuskegee University offers a certificate and major in Sales through their College of Business and Information Sciences. Students participate in competitions both on campus and at the national level. The Professional Selling course incorporates CRM training.

UNIVERSITY OF AKRONwww.uakron.edu/cba/fisherDr. Linda Orrlinda@uakron.eduFisher Institute for Professional Selling259 S. Broadway StreetAkron, OH 44325-4804330-972-5447

12 SALES EDUCATION FOUNDATION

Students: 625Start Year: 1992Accreditation(s): AACSB, USCA, SMTProgram Type(s): CE, MJ, MNFocus Option(s): Health Care Selling, Sales Management with a focus on B2B relationship based sellingAkron renovated The Fisher Sales Lab, an eight room lab and classroom complex, providing state-of-the-art technology and executive style facilities. The Fisher is also the only sales program in the world with access to advanced neuro-marketing equipment.

THE UNIVERSITY OF ALABAMAhttp://www.cba.ua.edu/salesJoe Calamusa IVjcalamus@cba.ua.edu Culverhouse College of Commerce& Business AdministrationBox 870225Tuscaloosa, AL 35487-0225205-348-8923Students: 220Start Year: 2006Accreditation(s): AACSBProgram Type(s): COThe UA Sales Lab is an 8-room facility featuringnationally benchmarked sales training technology, allowing students to examine, assess, and adjust processes for maximum improvement. In addition students connect with corporate recruiters and mentors through networking events with over 100 regional, national, and global organizations.

UNIVERSITY OF ARKANSAS AT LITTLE ROCKwww.ualr.edu/cobJane Waylandjpwayland@ualr.edu2801 South University Ave.Little Rock, AR 72204-1099501-569-8862Students: 29Start Year: 2007Accreditation(s): AACSBProgram Type(s): CO, MNThe Sales track requires 18 hours of core marketingcourses plus 12 hours of Professional Sales classes. The Sales minor requires students to complete 18 credit hours in Professional Selling coursework. In addition, students are offered the Professional Edge Series, an initiative that provides seminars in professionalism.

UNIVERSITY OF CENTRAL FLORIDAwww.bus.ucf.edu/Nicole Howatt-Mobergnhowatt@bus.ucf.eduDepartment of Marketing, College of Business 4000 Central Florida Blvd.Orlando, FL 38216407-823-2941Students: 40Start Year: 2005Accreditation(s): AACSBProgram Type(s): EMOf the 700 students in professional selling classannually, only a few are selected into the exclusive, 35-member Professional Selling Program where they each sign a “Commitment to Sales Profes-sionalism.” The UCF program boasts a high-tech interactive sales lab consisting of a classroom and eight role-play rooms.

UNIVERSITY OF CENTRAL MISSOURIwww.ucmo.edu/market/areas.cfmDr. Charles SchwepkerSchwepker@ucmo.eduDockery 401GWarrensburg, MO 64093660-543-8554

Students: 40Start Year: 2008Accreditation(s): AACSBProgram Type(s): COUCM hosts the annual State Farm Marketing and Sales Competition in The State Farm Sales Lab. All marketing majors and minors complete a Professional Sales course. Students from the sales classes may compete for sales scholarships and the chance to represent the University at the National Collegiate Sales Competition.

UNIVERSITY OF CONNECTICUTwww.business.uconn.edu/pslMary Caravellamary.caravella@business.uconn.edu2100 Hillside RoadUnit 1041Storrs, CT 06269-1041860-486-9010Students: 60Start Year: 2001Accreditation(s): AACSB, PSEProgram Type(s): CE, MNOffering both a minor and a certificate since 2001, University of Connecticut has approximately 60 students participating from multiple campuses. The program requires students to take part in a sales internship and involves substantial interaction with sponsors throughout the coursework.

UNIVERSITY OF DAYTONwww.sba.udayton.edu/mgtmkt/Anthony (Tony) KrystofikAkrystofik1@notes.udayton.edu 300 College ParkDayton, OH 45469937-371-4552Students: 250Start Year: 2005Accreditation(s): AACSBProgram Type(s): COThe Center for Professional Selling, launchedin 2010, will support the sales program at UD.It will provide student support, sales relatedactivities, and outreach to corporations interestedin hiring world-class sales professionals. Students in the Principles of Selling course must conduct simulated sales calls that are held outside of class.

UNIVERSITY OF GEORGIAwww.terry.uga.edu/Kevin EllisKellis@terry.uga.eduAthens, GA 30605706-542-3763Students: 30Start Year: 2008Accreditation(s): PSEProgram Type(s): COProfessional selling students must complete an internship and participate in the Terry College PSE Sales Competition. Winners attend theNational Collegiate Sales Competition. The key resources for the sales program are an active Board of Advisors, the State Farm Sales laboratory facility, and an active PSE Chapter, Gamma.

UNIVERSITY OF HOUSTONwww.salesexcellence.orgCarl Hermancherman@uh.eduSales Excellence Institute334 Melcher HallHouston, TX 77204-6021713-743-4862Students: 180Start Year: 1989Accreditation(s): AACSB, USCA Program Type(s): CE, EM, MN

In all advanced courses undergraduate students sell participation and attendance forprogram events as well as company partnerships at 10K-50K per annum. The MBA-level sales certificate program began in Fall 2007, and the PhD student promotes program/company–sponsored sales & sales management research.

UNIVERSITY OF LOUISVILLEwww.business.louisville.edu/salesBuddy LaForgebuddy.laforge@louisville.eduCollege of BusinessLouisville, KY 40292502-852-4849Students: 20Start Year: 2000Accreditation(s): AACSBProgram Type(s): EMAll 200 Marketing majors complete Professional Relationship Selling. Students may compete in five sales competitions each year, attend Louisville Sales Leaders meetings, serve in the Student Sales Network, participate in a sales mentorship program, and complete a sales internship.

UNIVERSITY OF NEBRASKA AT KEARNEYwww.unkid.orgScott JochumJochumSL@unk.eduIndustrial Distribution ProgramOtto Olsen Building, Room 1322508 12th Ave.Kearney, NE 68849308-865-8693 or 308-865-8122Students: 180Start Year: 1989Accreditation(s): ATMAEProgram Type(s): MJFocus Option(s): Industrial DistributionThe degree program focuses on technical saleswith a 12 hour internship, sales-oriented technicalcourses, professional selling/negotiation courses, and role-plays of sales and branch operations functions in The Industrial Distribution Simulation Lab. Corporate partners develop professional relationships with students through exclusive career events.

UNIVERSITY OF NORTH CAROLINA:KENAN FLAGLER BUSINESS SCHOOLwww.kenan-flagler.unc.eduDavid Robertsdave_roberts@unc.eduCenter for the Integrationof Marketing and SalesMcColl Bldg.300 Kenan Center Dr.Chapel Hill, NC 27599919-962-3658Students: 200Start Year: 2009Accreditation(s): AACSBProgram Type(s): EM

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Focus Option(s): EntrepreneurshipThe program integrates sales strategy and skills through undergraduate and graduate business consulting projects. In addition to the Salesemphasis, sales strategy and skills are acomponent of the entrepreneurship minor(undergrad), and Sales Strategy is offeredas an elective for the full- and part-timeMBA programs.

UNIVERSITY OF SOUTHERN MISSISSIPPIwww.usm.edu/business/marketing-fashion_ merchandisingDr. Mike Wittmannmike.wittmann@usm.eduDepartment of Marketingand Fashion Merchandising118 College Dr. #5091Hattiesburg, MS 39406601-266-4969Students: 40Start Year: 2009Accreditation(s): AACSBProgram Type(s): CESouthern Miss has a long history of placing students with companies from the Fortune 500 as well as smaller, entrepreneurial organizations. Students enter many industries including healthcare, consumer products, retail, capital equipment, oil & gas, business services, and others. The majority of marketing students start their careers in sales.

UNIVERSITY OF TOLEDOwww.sales.utoledo.eduDr. Ellen Bolman Pullinsellen.pullins@utoledo.edu Edward Schmidt School of Professional Sales2801 W. Bancroft St.MS #103Toledo, OH 43606419-530-4273Students: 320Start Year: 2000Accreditation(s): AACSB, USCA, GSSI, AMA, NCSMProgram Type(s): CO, MJ, MNFocus Option(s): Communication, FinancialServices, International Business, Pharmacy,and TechnologyThe ESSPS hosts two sales specific recruiting events each year. All students have hands-on business engagement through a required sales internship, job shadowing, real sales calls asstudent account managers, etc. Toledo boastsa state-of-the-art sales lab, exclusive onlinerecruiting tools, and the largest install of ACT sales automation software globally.

UNIVERSITY OF WASHINGTONwww.foster.washington.edu/academic/sales/Pages/sales.aspxJack Rhodesrhodesj@uw.edu or salesprg@uw.eduMichael G. Foster School of BusinessPACCAR Hall Box 353226Seattle, WA 98195-3226206-685-1913 or 206-616-6134Students: 385Start Year: 2001Accreditation(s): AACSBProgram Type(s): CEAll students in the program either declared a major within The Foster School of Business or completed a core set of Business Foundation Courses. Each student’s internship is customized to his/her area of interest such as media, sports marketing, distribution, commercial real estate, financial services, or pharmaceutical sales.

UNIVERSITY OF WISCONSIN-EAU CLAIREwww.uwec.edu/cob/sales/index.htmDr. Bob Erffmeyererffmerc@uwec.eduDepartment of Marketing and ManagementSchneider Social Science Hall 119Eau Claire, WI 54702-4644715-836-4644Students: 100Start Year: 1995Accreditation(s): USCA, PSEProgram Type(s): EMStudents that complete the Professional Sales Emphasis take classes such as Professional Selling, Sales Management, and Advanced Sales Topics. In addition, Eau Claire hosts the Great Northwoods Sales Warm Up, giving students hands-on selling experience. Students have the opportunity to use AC Nielson data in their classroom experiences.

UNIVERSITY OF WISCONSIN-PARKSIDE www.uwp.edu/departments/business/sales.certificate Dr. Peter Knight knightp@uwp.edu School of Business and Technology Molinaro 353 900 Wood Road Kenosha, WI 53141-2000 262-595-2415 Students: 16 Start Year: 2010 Accreditation(s): AACSB Program Type(s): CE Focus Option(s): Financial Services The program requires a course in selling financial services. Using gaming/role-play software (Momentium) reinforces key concepts. A capstone project in Personal Selling requires developing and executing a professional sales presenation to a senior industry buyer based on a real life RFQ.

WASHINGTON STATE UNIVERSITYwww.vancouver.wsu.edu/prosalesDr. Ron Pimentelron.pimentel@vancouver.wsu.eduCL 308G14204 NE Salmon Creek Ave.Vancouver, WA 98686360-546-9750Students: 30Start Year: 2005Accreditation(s): AACSBProgram Type(s): CEAll marketing majors are required to take the professional sales option and a professional sales certificate is available to students in any major. WSU Vancouver was the overall Team Champion for the 2007 National Collegiate Sales Competition (NCSC), besting student teams from 43 other universities.

WESTERN CAROLINA UNIVERSITYwww.wcu.edu/cob/saleswebsite/home.htmlDr. Jim DeConinckdeconinck@wcu.eduDepartment of Sales and Marketing387 Centennial DriveCenter for Applied Technology Room 209Cullowhee, NC 28723828-227-3704Students: 200Start Year: 2004Accreditation(s): AACSBProgram Type(s): MJ, MNFocus Option(s): Broadcast SalesA basic sales course is a requirement for all busi-ness majors. The university partners with com-panies to provide students with lead generating experience as part of the coursework, and a call center has been established for role-play and constructive feedback.

WESTERN KENTUCKY UNIVERSITYwww.wku.edu/gfcb/cpsDr. Lukas ForbesLukas.Forbes@wku.eduDepartment of Marketing #21059Bowling Green, KY 42101-1059270-745-2993Students: 200Start Year: 2007Accreditation(s): AACSB, USCAProgram Type(s): MJ, MNThe Center offers five different sales coursesfound within either a sales major (concentration) or sales minor. Within the minor, more than 20 different majors are represented. A corporate partnership program has allowed for numerous guest speakers, internship, and employment opportunities for sales students.

WESTERN MICHIGAN UNIVERSITYwww.hcob.wmich.edu/mktgDr. Steve Newellsteve.newell@wmich.eduDepartment of MarketingKalamazoo, MI 49008-5430269-387-6166Students: 300Start Year: 1999Accreditation(s): AACSBProgram Type(s): MJThe Harold Ziegler Interactive Sales Labsallow students to conduct role-plays and sales presentations. Sales faculty has had business related sales experience. WMU students have been successful in multiple national salescompetitions. The student-run Sales and Business Marketing Association has 100+ members.

WIDENER UNIVERSITYwww.widener.eduDr. Mary E. Shoemakermeshoemaker@mail.widener.eduOne University PlaceChester, PA 19013610-499-4331

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Students: 30Start Year: 2006Accreditation(s): AACSB, PSEProgram Type(s): EMWidener University offers an emphasis in sales for 30 students. The program requires ProfessionalPersonal Selling, Sales Management, and Customer Relationship Management. All classes provide connections with industry professionals, and students complete an additional six hours of personal interaction with sales professionals.

WILLIAM PATERSON UNIVERSITYwww.wpunj.edu/rbisalesDr. Prabakar (PK) Kothandaramankothandaramanp@wpunj.eduThe Russ Berrie Institute for Professional Selling1600 Valley Rd.Wayne, NJ 07474973-720-3855Students: 85Start Year: 2003Accreditation(s): AACSB, USCA, PSE, SMTProgram Type(s): CE, MJ, MNAs the first to offer a separate degree inProfessional Sales, RBI offers an integratedcompetency-based curriculum, sales faculty with sales experience, total experiential-based learning built around case studies, projectsand role-plays in state-of-the-art behavioral laboratories, along with E-portfolios that demonstrate their capabilities.

OTHER NOTABLE PROGRAMSThe following schools provide opportunitiesfor students to obtain some classroom training and/or practical experiencespecific to professional sales. Mostare working with their universities toestablish formal programs.

BOWLING GREEN UNIVERSITYwww.business.bgsu.edu/cba/index.htmlChristine Seilercseiler@bgsu.eduDepartment of Marketing BA 234Bowling Green, OH 43403419-372-2041Certificates in Professional Selling are awarded by the Institute for Excellence in Services.The University sends students to the NationalCollegiate Sales Competition each year.

DUBLIN INSTITUTE OF TECHNOLOGYwww.dit.ieLaura Cuddihylaura.cuddihy@dit.ieCollege of BusinessAungier StreetDublin 2, Ireland+ 353 1 4027085Students pursuing a Bachelor of Science in Marketing, a Master of Science in Marketing or Strategic Management, or an MBA may pursue the Management of Sales elective. The content is taught in an academic and theoretical framework rather than an applied context.

MIDDLE TENNESSEE STATE UNIVERSITYwww.mtsu.edu/salesDr. Katie Kempkkemp@mtsu.eduMTSU Box 429Murfreesboro, TN 37132615-898-2346Students may join a sales team that participates in national sales competitions. They have the

opportunity to complete sales internships, sales courses and other preparatory programs. Corporations are provided the opportunity to engage with this group of 100 students per semester at various points in the educational process.

MINNESOTA STATE UNIVERSITY, MANKATOwww.cob.mnsu.eduDr. John Kuzmajohn.kuzma@mnsu.eduDepartment of Marketing andInternational Business150 Morris HallMankato, MN 56001507-389-5416Three sales courses are offered as marketing requirements and electives. The courses are: Professional Selling, Sales Management, and Industrial Marketing. The Professional Selling course is required of all Marketing majors. Students may take Sales Management and Industrial Marketing as electives.

UNIVERSITY OF MISSISSIPPIwww.olemissbusiness.com/marketingDr. Scott Vitell svitell@bus.olemiss.eduDoug Vorhiesdvorhies@bus.olemiss.eduSchool of Business Administration, Holman HallUniversity, MS 38677662-915-1351The University of Mississippi currently offers two sales courses for the students, Professional Selling & Relationship Marketing and Sales Management. Approximately 200 studentsenroll in the sales classes. Their goal is to offer a sales minor beginning in the fall of 2013.

UNIVERSITY OF WISCONSIN-OSHKOSHwww.uwosh.edu/cobDr. Bryan Lillylilly@uwosh.eduCollege of Business800 Algoma Blvd.Osh Kosh, WI 54901920-424-7201University of Wisconsin-Oshkosh intends to launch a sales program in the year 2012. The program will be part of the Marketing major and will entail 12 credits related to sales. Students are currently able to participate in Sales Career Development Program.

VILLANOVA UNIVERSITYwww.villanova.edu/business/Jim Mullenjames.mullen@villanova.eduDepartment of Marketing and Business LawBartley Hall800 Lancaster Ave.Villanova, PA 19085610-519-4350Villanova’s College of Business offers twosales courses, Professional Selling and Sales Management, through their Department of Marketing and Business Law. The University hosts alumni events to assist alumni working in the sales industry. Students have participated in the Career Development Program and at annual sales competitions.

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