The University Sales Education Foundation - Professionalizing Sales Education

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List of Verified University Sales Programs

To create this list, The University Sales Education Foundation assessed universities that offer sales programs. The following schools provided details of their programs and student offerings. Students from these programs have opportunities to obtain classroom training and hands-on experience specific to professional sales. Classroom training includes completion of a minimum of three sales-specific courses. In addition, students from these programs have demonstrated faster ramp-up time and increased productivity when compared to their peers from other areas of study.

Athens University of Economics and Business Director: George Avlonitis Address: Evelpidon 47 & Leykados 33, Office 706, Athens, Greece 113 62 Phone: +30210 8203665 Email: avlonitis@aueb.gr Website: Click Here Athens University of Economics and Business has been offering a Sales Concentration through their Executive Program since 2003. Ten students from the MSc in Marketing & Communication complete the program each year, taking four required courses including Sales Management, Customer Relationship Management, and Negotiations.

Ball State University H.H. Gregg Center for Professional Selling Director: Ramon Avila, PhD and Scott Inks, PhD Address: Marketing and Management Department, Muncie, IN 47306 Phone: 765.285.5136 Email: salescenter@bsu.edu Website: http://www.bsu.edu/salescenter Students at Ball State University gain hands-on experience through use of video recording labs in conjunction with sales role play activities, through sales-related projects with business organizations, and through real-world selling activities, allowing them to earn commission. In addition, students work with sales mentors from industry and serve on a Sales Student Advisory Board. Ball State’s Annual Sales Career Fair includes over 70 companies recruiting for sales jobs and internships.

Baylor University Keller Center for Professional Selling Director: Laura Indergard Address: One Bear Place #98007, Waco, TX 76798 Phone: 254.710.4243 Email: laura_Indergard@baylor.edu Website: Click Here Baylor’s humanities-based curriculum yields graduates with credits in Literature, Philosophy, Religion, and History, in addition to their business curriculum. All sales students have majors within the school of business. Nearly half of the students major in Professional Selling, requiring them to complete six core sales classes, six additional hours of upper-level business classes, and nine hours of electives either from the school of business of approved arts and sciences classes. All of them participate in sales internships. Others use the professional selling emphasis to supplement a different business major.

Bradley University The Foster College of Business Director: Dr. Mark C. Johlke Address: Department of Marketing, 1501 W. Bradley Ave., Peoria, IL 61625 Phone: 309-677-3947 Email: mjohlke@bradley.edu Website: Click Here Bradley University’s Professional Sales Program consists of a structured sequence of focused coursework, extensive role play assignments, personalized feedback, self-evaluations and review, and sales experiences. In addition, students have the opportunity to interact extensively with sales representatives and sales managers from corporate partners. The BU Sales Program offers undergraduate students both a Concentration and a Minor, and MBA students can take a combined Sales & Sales Management course.

California State University, Chico Director: Timothy Heinze Address: Department of Finance & Marketing, Chico, CA 95929-0051 Phone: 530.898.6090 Email:tscheinze@chico.edu Website: Click Here California State University, Chico offers business and non business majors a certificate program of five required classes, including Strategic Personal Selling and Sales Force Management. The program’s Advanced Topics in Professional Sales capstone course offers students the opportunity to work for an external sales organization and experience “real world” selling situations.

Central Michigan University Contact: Dr. Concha Neeley Address: 100 Smith Hall, Mt. Pleasant, MI 48859 Phone: 989.774.3701 Email: concha.neeley@mich.edu Website: Click Here Central Michigan University offers a minor and a concentration in their Professional Sales Program to all students with the university. Participants are required to complete an internship. Due to a partnership with Carew International, Inc., all students will receive the same training that Carew provides to its clients’ sales forces. Required classes include Personal Selling, Advanced Selling and Negotiating Skills, Sales Management, and Organizational Selling.

St. Katherine University Center for Sales Innovation Director: Lynn Schleeter Address: 2004 Randolph Avenue, MS 4124, St. Paul, MN 55105 Phone: (651) 690-8762 Email: sales_innovation_center@stkate.edu or lfschleeter@stkate.edu Website: Click Here The St. Katherine University offers students three major degree completion options: B2B, Healthcare Sales and B2B with Finance minor. Students complete 80 liberal arts credits to complement their sales major for a total of 130 credits. All students at St. Kate’s enroll in a practicum course while working on their required internship, and participating companies must provide a level of work to meet specific guidelines for sales internships. Throughout their experience, students work with faculty to document experiences in comprehensive senior portfolios. Click to enlarge

DePaul University Director: Daniel P. Strunk, MBA Address: 1 East Jackson Blvd, Ste 7500, Chicago, IL 60604-2287 Phone: 312.362.7250 Email: dstrunk@depaul.edu Website: Click Here DePaul University has both an undergraduate and graduate program. Undergraduate students can participate regardless of major and must complete at least one internship. In addition to the undergraduate programs, DePaul offers an MBA with a Sales Leadership Concentration. Named #1 Most Diverse Campus by Princeton Review in 2007, DePaul’s students hail from various ethnic, racial, and socioeconomic backgrounds. In the Center for Sales Leadership, 90% of the program’s graduates work full or part time while they attend the university. Click to enlarge

Dublin Institute of Technology Director: Paul O’Sullivan Address: Faculty of Business, Aungier Street, Dublin 2, Ireland Phone: 003.531.402.7085 Email: laura.cuddihy@dit.ie Website: Click Here The Dublin Institute of Technology offers a sales minor to 40 students each year. In addition to their required Personal Selling and Sales Management courses, participants complete two elective sales courses for the program. All students have primary courses of study within the School of Business and are taught through the platform of Problem-Based Learning.

FHWien Studiengange der WKW Director: Mag. Anna Humenberger Address: Wahringergartel 97, Vienna, Austria 1180 Phone: +43.1.47677.490 Email: anna.humenberger@fh-wien.ac.at Website: Click Here Austria’s first sales program provides a concentration to participants. A program with a concentration in sales began in 1997 at FHWien Studiengange der WKW. A bachelors program was added in 2007 and a master’s program was added in 2008. The combination of marketing and sales for full program completion addresses topics ranging from product introduction to sales and customer retention. Required classes include International Sales Management, Sales Techniques, Management Control for Marketing and Sales, and Production and Logistics.

Florida State University Director: Pat Pallentino Address: 821, Academic Way, Tallahassee, FL 32306-1110 Phone: 850.933.7267 Email: ppallent@cob.fsu.edu March Website: Click Here All 200 participants in Florida State’s program are members of the School of Business. Required courses include Professional Selling, Sales Management, and Advanced Sales Techniques. Electives are accepted from Management, Finance, Real Estate, International Business, Insurance/Risk Management, and Marketing. Students are required to complete an internship and have the opportunity to compete in multiple national competitions. In addition to working with the undergraduate population, professors at FSU conduct relevant sales research for implementation in the corporate community.

Georgia Southern University Director: Dr. C. David Shepherd Address: Center for Excellence in Sales & Sales Management, P.O. Box 8154, Statesboro, GA 30460 Phone: 912.478.1961 Email: dshepherd@georgiasouthern.edu Website: Click Here A goal of the College of Business at Georgia Southern is to provide a student-centered learning environment that integrates today’s dynamic global business environment. With the opening of new, state-of-the-art sales labs, Georgia Southern offers yet another opportunity for the 90 students completing the sales emphasis. The College of Business Administration selected Professional Selling as one of its key areas of distinction, and with 27% minority enrollment, Georgia Southern offers a high degree of diversity in their student body.

Groupe ESC Clermont School of Management Director: Dr. Andres Atenza and Pascal Brassier Address: 4 Bd Tudaine, 63000 Clermont-Ferrand, FRANCE Phone: +33.473.98 24 24 Email: pascal.brassier@esc-clermont.fr Websites: http://www.esc-clermont.fr, http://www.brassier.org Clermont offers classes covering sales techniques and sales organization. In addition, at the master’s level, sales classes include business negotiation and sales management. Clermont is a leader in France for Sales education. Host to the 2009 GSSI Conference, they have created a Chaire (Institute) in Sales Development to provide education, research and consulting activities.

Illinois State University Professional Sales Institute Director: Dr. Michael R. Williams Address: Department of Marketing, Campus Box 5590, Normal, IL 61790-5590 Phone: 309-438-7261 Email: mrwilli@ilstu.edu Website: Click Here Over 275 students, including 92 sales majors, take sales classes at Illinois State. In addition to substantial industry involvement, students benefit from small class sizes and an experience-based curriculum utilizing state-of-the-art role-play training facilities. Associated with The Katie School of Insurance and Financial Services, Illinois State offers a Graduate Certificate option in Insurance and Financial Services Sales. Each of the four core-faculty teaching full time in the sales program boasts both a PhD as well as significant sales experience.

Indiana University Director: Dr. Rosann L. Spiro Address: Kelley School of Business, 1309 East Tenth St., Bloomington, IN 47405 Phone: 812-855-1100 Email: spiro@indiana.edu Website: Click Here Established in 1996, the Center for Global Sales Leadership is one of the nation’s first educational sales research centers located at a nationally-ranked business school. Indiana’s 175 sales students have the opportunity to earn an emphasis in addition to their majors. Home to the annual National Team Selling Competition (NTSC), Indiana University provides team selling role-play video to between 14-21 universities annually for educational purposes.	Click to enlarge

Kennesaw State University Director: Dr. Terry W. Loe Address: Coles College of Business, 1000 Chastain Rd. MB 0406, Kennesaw, GA 30144 Phone: 678.797.2017 Email: tloe@kennesaw.edu Website: Click Here The Center for Professional Selling at Kennesaw State started offering a sales major in 1989. The Coles College of Business students can now take advantage of major, minor, concentration and emphasis programs. Home to the Annual National Collegiate Sales Competition (NCSC), Kennesaw provides role-play video to over 40 universities annually for educational purposes.	Click to enlarge

Michigan State University Coordinator: Jennifer Rumler Address: 460 Communication Arts and Sciences Building, E. Lansing, MI 48823 Phone: 517.355.9659 Email: rumlerj@msu.edu Website: The Sales Communication Specialization at Michigan State University allows students to major in one academic area and complete additional coursework along with an internship for a specialization. Classes include Personal Selling and Buying Processes, Advanced Sales Leadership and Communication, Sales Management, and a Practicum in Sales Leadership. Partnership between two nationally-ranked academic colleges at Michigan State University - Broad College of Business and the College of Communication Arts and Sciences - offers this interdisciplinary combination of coursework and experiential learning.

Missouri State University Director: Dr. Charles E. Pettijohn Address: 244 Glass Hall, Springfield, MO 65897 Phone: 417.836.4188 Email: charliepettijohn@missouristate.edu Website: Click Here Missouri State boasts the largest business school in the state, with 750 Marketing majors alone. Of that group, 137 take advantage of the Professional Sales emphasis. Required classes include Introduction to Personal Selling, Advanced Sales, and Sales Management.

Montpellier 1 University Institut Sup?rieur du Management et de I’Entreprise Director: Dr. Monique Lacroix and Dr. Christophe Fournier Address: Espace Richter, B?t. B, Rue Vend?miaire, CS 19519 Montpellier cedex 2, France Email: Christophe.fournier@univ-montp1.fr Website: Click Here Montpellier’s Institute of Superior Management and Enterprise has 20 students enrolled for a master’s program each year. The program consists of 300 hours of study and includes and international sales class.

Ohio University The Ralph and Luci Schey Sales Centre Director: Kenneth L. Hartung Address: Copeland Hall 601A, Athens, OH 45701-2979 Phone: 740.593.9328 Email: hartung@ohio.edu Website: Click Here Ohio University’s Certificate program requires completion of 28 Credit Hours with one 300 hour internship. Collaboration with other colleges from the University allows certificate offerings in six areas of concentration: Professional, Media, Retail, Financial Services, Sport Management, and Technical. Students are admitted through a competitive selection process and participate in shared governance of the Centre. With a focus on sales research and executive development, Ohio University emphasizes learning outside the classroom via Signature Learning Events.	Click to enlarge

Portsmouth Business School Director: Beth Rogers Address: Richmond Building, Portsmouth Street, Portsmouth, UK PO1 3DE Phone: +44.2392.848484 Email: beth.rogers@port.ac.uk Website: Click Here Portsmouth Business School was the first in the UK to launch a postgraduate program in sales management in 2002. Twice a year, the school offers scheduled programs in which the maximum cohort size is 15 students. Participating students typically have several years of experience in account management or sales management. Since 2007, business studies and marketing undergraduates may take a sales option in their final year, usually after an internship.

The College of New Jersey Director: Dr. Alfred Pelham Address: Department of Marketing, P.O. Box 7718, Ewing, NJ 08628-0718 Email: Pelham@tcnj.edu Website: Click Here The College of New Jersey (TCNJ) sales program requires that students complete three sales classes and two related classes. Currently ranked as one of the 75 Most Competitive s schools in the nation by Barron’s Profiles of America Colleges, TCNJ is rated the No. 1 public institution in the northern region of the US by U.S. News and World Report. TCNJ’s School of Business is also ranked among the top 100 by Business Week. TCNJ was awarded a Phi Beta Kappa chapter in 2006, an honor shared by less than 10 percent of colleges and universities nationally.

University of Akron Fisher Institute for Professional Selling Director: Jon M. Hawes Address: Fisher Institute for Professional Selling at The University of Akron, Akron, OH 44325-4804 Phone: 330-972-8466 Email: sales@uakron.edu Website: Click Here Akron’s program began in 1987, and it now serves over 135 students through major, minor, and certificate programs. Students who major in sales management complete a required 30 semester hours in the discipline, and internships are strongly encouraged. The Fisher Sales Lab, an eight room lab and classroom complex, has recently been updated to provide state of the art technology and executive style facilities.

University of Arkansas at Little Rock Director: Steven Edison Address: 2801 South University Ave., Little Rock, AR 72204-1099 Phone: 501.569.3356 Website: Click Here University of Arkansas at Little Rock requires the students completing the selling minor to complete 18 credit hours in Professional Selling. In addition, students are offered the Professional Edge Series, an initiative that provides seminars in professionalism.

University of Central Florida Director: Dr. Ronald Michaels Address: The Department of Marketing, College of Business, 4000 Central Florida Blvd., Orlando, FL 32816 Phone: 407.823.2941 Email: Ronald.Michaels@bus.ucf.edu Website: Click Here Of the over 700 students that enroll in the UCF Professional Selling class each year, only a select few become members of the exclusive, 35-member UCF Professional Selling Program. Signing a “Commitment to Sales Professionalism” is required for each student admitted to the highly- competitive program. Certificate program participants are required to complete internships, and the UCF program boasts a high-tech interactive sales lab consisting of a classroom and 8 role-play rooms.	Click to enlarge

University of Connecticut Director: Pete Peterson Address: 2100 Hillside Road, Unit 1041, Storrs, CT 06269-1041 Phone: 860.486.5436 Email: ppeterson@business.uconn.edu Website: Click Here Established in 2001, Professional Selling programs at The University of Connecticut are offered to students on four campuses throughout the state. Possibilities include a concentration for students within the School of Business as well as minor in professional sales for non-business students. All students are required to complete an internship in addition to their sales-specific courses.

University of Dayton Director: Dean McFarlin Address: 300 College Park, Dayton, OH 45469 Phone: 937.229.4928 Email: Dean.McFarlin@notes.udayton.edu Website: Click Here University of Dayton Marketing majors have an option to pursue a Sales Management emphasis. All Marketing majors work on an integrated marketing strategy plan, including selling, as part of a required 9-hour course sequence. This sequence contains a project with a real organizational client and involves everything from marketing research to sales to marketing strategy. Students in the Principles of Selling course must also conduct simulated sales calls that are held outside of class. UD participates in the National Collegiate Sales Competition, coached by faculty member Tony Krystofik.

University of Houston Sales Excellence Institute Director: Carl Herman Address: 334 Melcher Hall, Houston, TX 77204-6021 Phone: 713.743.4862 Email: cherman@uh.edu Website: Click Here Each advanced course in Houston’s Sales Excellence Institute requires the students to perform live selling to area corporations. Events such as the Sales Career Fair, Golf Tournament, and the Graduation and Induction Banquet are funded by area corporations that students contact. Students sell company partnerships for $10K-25K per year.

University of Louisville Director: Buddy LaForge Address: College of Business, Louisville, KY 40292 Phone: 502.852.4849 Email: buddy.laforge@louisville.edu Website: Click Here All 200 Marketing majors at the University of Louisville complete Professional Relationship Selling. From there, about 45 continue to the Strategic Sales Leadership Class and 15-20 students complete Advanced Personal Relationship Selling. Approximately 10 students earn the Certified Sales Student Award. Students have the opportunity to compete in four sales role play competitions, to attend meetings and sales training programs offered by the Louisville Sales Club, to serve in the Student Sales Network, and to complete a sales internship.

University of Nebraska at Kearney Director: Dr. Richard A. Meznarich Address: Industrial Distribution Program, College of Business and Technology (CBT), Kearney, NE 68849 Phone: 308-865-8803 or 308-865-8504 Website: Click Here Focused on technical sales, the University of Nebraska at Kearney Industrial Distribution Bachelor of Science degree requires 73 semester hour. The program includes a 12 hour internship, three sales oriented technical courses, and two professional selling/negotiation courses. A new Industrial Distribution Simulation Lab is being built to allow role plays of sales and branch operations job functions. Multiple career events are held exclusively for Industrial Distribution majors, and a new corporate ID Partners program allows firms to develop deep personal relationships with students.

University of Toledo Edward H. Schmidt School of Professional Sales Director: Dr. Richard E. Buehrer Address: 2801 W. Bancroft St. MS#103, Toledo, OH 43606 Phone: 419-530-4604 Email: Richard.buehrer@utoledo.edu Website: Click Here The at the University of Toledo hosts two sales-specific recruiting events each year. Three sales classes are fully integrated with one another, and all students have hands-on business engagement through a required sales internship, job shadowing, sitting in on real sales calls, etc. Toledo boasts the largest install of ACT software globally and is the only university partner of the system. Toledo’s program gives students the option of completing a major, minor, or certification in Professional Selling. Additionally, Toledo also offers an MBA specialization in Professional Sales.

University of Washington Director: Jack Rhodes Address: Michael G. Foster School of Business, Mackenzie Hall, Box 353200, Seattle, WA 98195-3200 Phone: 206.685.1913 (Jack Rhodes), 206.616.6134 (Sales Program) Email: rhodesj@u.washington.edu (Jack Rhodes), salesprg@u.washington.edu (Sales Program) Website: Click Here All students participating in the University of Washington’s sales certificate program either have a major within the School of Business or have completed a core set of Business Foundation Courses. Every student completes one internship, customized to the student’s area of career interest. Students have completed internships in media, sports marketing, distribution, commercial real estate, financial services, consumer products, pharmaceutical sales.	Click to enlarge

University of Wisconsin Eau Claire Director: Dr. Bob Erffmeyer Address: Department of Marketing and Management, Eau Claire, WI 54702-4644 Phone: 715.836.4644 Email: erffmerc@uwec.edu Website: Click Here Eau Claire students have the opportunity to use AC Nielson data in their classroom experience. Students 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.	Click to enlarge

Washington State University - Vancouver Director: Dr. Joseph Cote Address: CL 308G, 14204 NE Salmon Creek Avenue, Vancouver, WA 98686 Phone: 360.546.9753 Email: cote@wsu.edu Website: Click Here Washington State University Vancouver requires that all marketing majors take the professional sales option and offers a professional sales certificate to students in any major. WSU Vancouver was the overall Team Champion for the 2007 National Collegiate Sales Competition (NCSC), having competed against student teams from 43 other leading universities and Sales programs.

Western Carolina University Director: Dr. Jim DeConinck Address: Department of Sales and Marketing, 387 Centennial Drive, Center for Applied Technology Room 209, Cullowhee, NC 28723 Phone: 828.227.3704 Email: deconinck@wcu.edu Website: Click Here Western Carolina University offers both a major in Marketing/Sales and a minor in Broadcast Sales. This fall a basic sales course became a requirement for all business majors. The university often partners with companies as part of their courses to provide students with lead generating experience. A call center has been established for role play and constructive feedback.

Western Kentucky University Director: Lukas Forbes, PhD Address: 1906 College Heights Blvd. #21059, Bowling Green, KY 42101-1059 Phone: 270.745.2993 Email: Lukas.Forbes@wku.edu Website: Click Here All students in the Professional Sales Programs at Western Kentucky University have majors within the School of Business. Participants can obtain either a minor or a concentration, and they have the opportunity to take advantage of the newly formed sales center established in July 2007. Recent development of a corporate partners program allows Western Kentucky to expand their relationship with industry professionals.

Western Michigan University Director: Dr. Steven J. Newell and Dr. James Eckert Address: Marketing Department, 3210 Schneider Hall, Kalamazoo, MI 49008-5430 Phone: 269.387.6130 Email: steve.newell@wmich.edu Website: Click Here In addition to the six core classes, Western Michigan's 350 sales students select two relevant electives. The Harold Ziegler Interactive Sales Labs provide a facility for students to conduct role plays and sales presentations. The faculty who teach the sales curriculum all have had business-related sales experience. WMU students have been successful in multiple national sales competitions and their student-run Sales and Business Marketing Association is considered one of the university's strongest student organizations. Though internships are not required, many students work as sales interns prior to graduation.

Widener University Director: Mary E. Shoemaker, Ph.D. Address: One University Place, Chester, PA 19013 Phone: 610.499.4331 Email: meshoemaker@mail.widener.edu Website: Click Here Widener University offers an emphasis in sales for 30 students. The program requires that students complete Professional Personal Selling, Sales Management, and Customer Relationship Management. Participants are required to personally interact with sales and sales management professionals for a minimum of six hours. All classes provide an opportunity to connect with industry professionals.

William Paterson University Russ Berrie Institute for Professional Sales Director: Robert M. Peterson, PhD Address: 1600 Valley Road, Wayne, NJ 07474 Phone: 973.720.3855 Email: Petersonr84@wpunj.edu Website: Click Here William Paterson boasts the country’s only distinct, separate degree as a Bachelor of Science in Professional Sales. Students are offered an integrated, competency-based curriculum, with the opportunity to perform sales calls to both domestic and international clients. RBI has a state-of-the-art sales laboratory where students engage in sales calls that are critiqued by industry executives.	Click to enlarge

Other Notable Sales Programs The following institutions also offer sales programs for their students. Avans University of Applied Science Director: Pieter Looijse Location: Netherlands Phone: +31.73.629.5427 Email: pl.looijse@avans.nl

HAAGA-HELIA University of Applied Sciences Director: Elina Oksanen-Ylikoski Location: Finland Phone: +358.40.550.9393 Email: elina.oksanen-ylikoski@haaga-helia.fi

Hanze University of Professional Education Groningen Director: Jack Hartog Location: Netherlands Phone: +31.505.952.062 Email: hartog@home.nl

Fachhochschule Koblenz Director: Axel Schlich Location: Germany Email: axelschlich@web.de

Poznan University of Economics Director: Aleksandra Kaniewska-Seba Location: Poland Phone: +48.61.854.3771 Email: a.kaniewska@ae.poznan.pl

University of Mississippi Director: Dr. Doug Vorhies Address: School of Business, University of Mississippi, University, MS 38677 Phone: 662.915.1351 Email: dvorhies@bus.olemiss.edu Website: Click Here Ole Miss currently offers two sales courses for students - Professional Selling & Relationship Marketing and Sales Management. Between 70-80 students complete both courses. In the process of building a larger program, it is anticipated that Ole Miss will offer a minor by Fall of 2010.

* List includes schools verified by The University Sales Education Foundation as of February 25, 2009