MARKETING AND PROFESSIONAL SALES
INeal
MKT340CMUSpring2019SalesIntro1.pptx
Introduction to Carew/CMU Partnership
MKT 340 Spring 2019
Engagement
“A good institution should make sure students own their learning” (Chronical of Higher Education)
When someone says “salesperson,” what image comes to mind?
Let’s see if your perceptions change after we discuss the topics of personal selling
“Oh my boy tell our story” (https://youtu.be/onxjnq7l7vY )
We are all in Sales because we are moving people through “…persuading, convincing, and influencing to give up something they’ve got in exchange for what we’ve got” (To Sell is Human: The Surprising Truth about Moving Others.)
Video Role Plays
5
A Little History…
Central Michigan University’s College of Business Administration and Carew International partner to develop sales curriculum
Professional Sales Concentration and Professional Sales Minor
First Professional Sales students (13) with Concentrations or Minors graduate Spring 2009 – Fall 2018 approx. 300+ students currently in program
90% career placement upon graduation & 100% within 3 months after graduation
Listed as a Top University Sales Program (Sales Education Foundation) since 2009
CMU's Professional Sales Program named a Top University Sales Program
Sales Education Foundation releases list of top U.S. university sales programs:
“The Sales Education Foundation has named Central Michigan University’s Professional Sales Program to its Top University Sales Programs list. The annual list recognizes programs for preparing and placing top talent in professional sales roles.”
New Selling of America
http://video.thinktv.org/video/1434944712/
The Carew/CMU Partnership
Sales education
Business connected
Sales leadership
Sales skill development
Carew-Sponsored CMU Professional Sales Program Soars
| Carew CEO Jeff Seeley is a CMU alumnus and was eager to support the university’s world-class sales program. “Creating a nationally recognized sales program further elevates Carew’s position as a leader among all sales training companies. Carew International’s content has proven successful with countless world-class sales teams and has now further proven its merit in the education of our newest sales professionals,” stated Seeley. In addition to the competitive success of the program, CMU’s Professional Sales Program is providing a clear advantage in the job market, with students experiencing a 90 percent placement rate at graduation and a 100 percent placement rate for internships. |
Central Michigan University Professional Sales Program
Established in the fall of 2009
5 dedicated faculty members with over 40+ years of sales and training experience
Exclusive Sales Training Partnership with CMU www.carew.com
Exclusive Training Partnership
-Dimensions of Personal Selling (MKT 340)-Carew Certificate
-Advanced Positional Selling (MKT 420)-Carew Certificate
-Pathway to Negotiation (MKT 420)-Carew Certificate
-Sales Management (MKT 440)-NO Carew Certificate
-Enterprise Selling (MKT 460)-Carew Certificate
CMU Professional Sales Stats
90% placement at graduation
100% placement within 3 months
inside sales fastest growing area of B2B sales.
What recruiters say about the CMU Professional Sales program
“The students of CMU are prepared for the fast paced world of professional sales”
` Kathleen Hack
University Specialist ADP
ADP continues to hire CMU Professional Sales graduates
What recruiters say about the CMU Professional Sales program
“The sales program at CMU embodies what the future of sales is”
Global Manager
Organizational Effectiveness
Dow Corning
Dow Corning continues to hire CMU Professional Sales graduates and sales interns
What recruiters say about the CMU Professional Sales program
“Each CMU sales student has knowledge of the sales process, persistence, personable skills, and leadership potential.”
John Gehan
Marketing Manager
Federated Insurance
Federated continues to hire CMU Professional Sales graduates
What recruiters say about the CMU Professional Sales program
“It was fun and impressive to see their presentation yesterday. Reminds me of why we love to hire CMU grads!”
Rick Kursik Sales Recruiting Vice President of Sales
Thomson Reuters
Thomson Reuters continues to hire Professional Sales graduates
and sales interns
MKT 440 SALES MANAGEMENT
Personal
Selling
Carew Certification Courses
Advanced Selling
Negotiations
Enterprise Selling
MKT 340
MKT
420
MKT
460
Why does this class matter?
2 trillion
Number of sales transactions worldwide a day (The New Selling of America)*
13.8
Number of other jobs supported by salespeople (Futrell, 2013)*
50%
of you will have a sales related job in your first five years out of CMU
* Reference
Futrell, C (2013). Fundamentals of selling. New York, NY: McGraw-Hill Irwin.
The new selling of America (2010) [DVD]. Pearson Education, Inc.
Why a Career In Sales?
Highest paying job in most companies
Front line of making commerce happen
Challenging position that determines a company’s success
Get to run your territory and sales team like your own business
Why does this class matter?
Proven sales methods (Carew International) used by several Fortune 500 companies
Sales consumes over 20% of a firm’s revenue (Futrell, 2013)*
Companies want trained salespeople
*Reference
Futrell, C (2013). Fundamentals of selling. New York, NY: McGraw-Hill Irwin.
What Professional Sales Graduates say about the CMU Sales Program
“My sales classes are something I will take beyond the next level -beyond the next couple of years. I learned a lot of basic tools and stepping stones that are really going to guide me to be successful in my career. I learned a lot of processes that will help me with my client relationships.”
Leah Liinangi-AT&T Business Sales Account Executive-AT&T (Recent CMU Graduate)
What Professional Sales Graduates say about the CMU program
“I had a great experience with my sales classes. The emphasis on listening, communication and finding solutions really helped me with being successful in my sales internship and securing my job at Dow Corning.”
Sarah Brang-Commercial Development Sales Executive-Dow Corning (Recent CMU Graduate)
Welcome
“When the Circle [the circle of safety] is strong and that feeling of belonging is ubiquitous, collaboration, trust, and innovation result” ( Sinek, 2017, p.29).
Sinek, S. (2017). Leaders eat last: Why some teams pull together and others don’t. New York, NY: Portfolio/Penguin
