Suggestions For Successfully Establishing A University Selling Center

Main Article Content

C. David Shepherd
Jacqueline K. Eastman

Keywords

Sales center, Selling center, Sales education, Selling program, Selling faculty

Abstract

The authors describe the multiple benefits a university selling center offers to students, faculty members, administrators, and the general business community.  The seven essential steps in first establishing a university selling center are addressed:  find a champion, obtain the support of administration, find a white knight, establish a board of advisors, develop a mission, develop a facilities and technology plan, and develop the sales curriculum.  In discussing these steps, the authors present both their experiences and discuss the literature in these areas.  The authors also discuss what one should do after the selling center is established and future needs that a selling center might address.

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