Bachelor of Arts In Sales

Written by on . Posted in College & University, Sales Education No Comments

Here it is – my curriculum for a Bachelor of Arts in Sales Degree. I built the list from three sources: my own little brain, other blogs, and college curriculums.

See what you think. Move them around. Add new ones, delete other ones, describe the course content. Whatever. Just THINK about it and what YOU CAN DO to make our profession a degree program. Then maybe send it to your state university or local community college or alma mater with prints of my two previous articles decrying the state of sales education.

Sales Courses
These are 15 courses directly covering sales topics. Not other topics including sales, but just sales! From these, students would have some required (below) and some elective.

• Introduction to Sales
• Intermediate Sales
• Advanced Sales Techniques

Continue Reading

Seminole Selling

Written by on . Posted in College & University, Sales Education No Comments

Seminoles

By my current count, there are sixteen 4-year, accredited colleges and universities in the U.S. offer that offer an academic degree in sales. (You can find a list of these plus a few foreign schools plus other schools with some sales-related programs here.) I looked through these schools for one to pick on and selected Florida State University. “Pick on” wasn’t how I started this post, “focus on” was. However, when I focused, I had some questions, and the answers rapidly devolved into “pick on.”

I’m sure FSU’s program is great. They have about 100 Professional Selling students studying at any given time, they have facilities and faculty and partners, they do research, they participate in competitions, they offer internships and special projects, etc. They even have the FSU Selling Institute. A genuine institute!

But they have four, count them, FOUR, courses focused on selling. And one of those is a composite of one or two of the other sales courses plus an internship or competition or project. So they really have three courses. THREE!

Continue Reading

Sales Education 101

Written by on . Posted in College & University, Sales Education No Comments

Graduation

Originally published December 14, 2012.

We’re re-publishing it now because it’s New Year’s Eve, and how many of you are really paying attention? For those who are, consider this a refresher because the second installment in our Sales Education series is coming up on Friday.

There will be more than 1.7 million students receiving a college degree in the U.S. this year. According to the Institute for Sales Education, more of them will enter sales than all other professions combined.

Wow.

There are about 4,500 accredited colleges and universities in the U.S. offering the degrees those students will earn. Sixteen of them offer a degree with a major in sales.

Again, WOW.

How do we reconcile these figures? Did those sixteen schools graduate the over 850,000 students who went into sales as a profession, awarding them a Bachelor of Sales degree? Is there even such a thing? I imagine the 4,000 plus schools that don’t even offer sales courses think that sales is a BS profession.

Continue Reading

Our Price Is Too High

Written by on . Posted in Miscellaneous Education, Sales Education No Comments

I was in a workshop a few years back with a few different companies, all in similar industries, attending. Within the first hour, an intense discussion had erupted around pressures on pricing.

Many of the sales people present felt that there was commoditization in their markets and price was the sole criteria for decision making. All the sales person does is take price and delivery calls. They can’t get past the purchasing agent or buyer, and have no chance to differentiate their company.

Others just thought their own prices were too high and it put them at a competitive disadvantage in a time when everyone’s prices are posted somewhere on the Internet.

A sales manager stood and looked to the audience and said, “Well, if price is the only criteria, what the heck do we need sales people for?”

The room went silent. Every single sales person in the room understood this, instantly, and the conversation immediately moved on to ideas on how to sell better and not get locked into a price war. This is an example of yet another benefit of getting your sales team together. In this case, it was a soft reset button on applying strategy to the sales process.

Continue Reading

Sales Education 101

Written by on . Posted in College & University, Sales Education No Comments

There will be more than 1.7 million students receiving a college degree in the U.S. this year. According to the Institute for Sales Education, more of them will enter sales than all other professions combined.

Wow.

There are about 4,500 accredited colleges and universities in the U.S. offering the degrees those students will earn. Sixteen of them offer a degree with a major in sales.

Again, WOW.

How do we reconcile these figures? Did those sixteen schools graduate the over 850,000 students who went into sales as a profession, awarding them a Bachelor of Sales degree? Is there even such a thing? I imagine the 4,000 plus schools that don’t even offer sales courses think that sales is a BS profession.

Continue Reading

Up In The Air

Written by on . Posted in Sales Education, Sales Training 3 Comments

I recently re-watched the George Clooney movie Up In The Air. It’s a great movie, and there is a lot to identify with if you have been a frequent traveller. Within the movie however, there is a battle to move everything online – in this case, it was firing people remotely. Within the sales training world, it is conducting sales training over the internet to deliver the same content, but at a fraction of the price.

The concept is great – you don’t have to take your sales people out of the field and you save a bundle on travel. In addition, the course is often significantly cheaper, especially if it is a pre-recorded course with some simulation and evaluations.

The obvious primary question is whether the sales person actually absorbs the content. Many courses handle this through evaluations and simulation – pass the test, you have learned the content.

What about workshop-style training? You know the ones where your sales team is broken out into groups and role-play scenarios including developing group strategies and presentations. This is also done online – via forums, e-mail threads, and occasionally Skype. Outside of the sales training world, it’s quite common to see this in Executive MBA courses.

Continue Reading

Introduction to the Sales Education & Training Category

Written by on . Posted in Miscellaneous Education, Sales Education No Comments

What is sales education?

That’s something that we’re going to discuss, along with many other related questions, in this category of sales topics. We’ll answer these questions, ask others, try to generate some debate and raise more questions and awareness, and maybe move the subject forward a little.

Moving forward is the primary goal of this category. Why? Because we’re already so far behind.

Let’s go back to the original question – what is sales education? It’s not sales training, although that is an important subject and we will cover it in this category. Comparing sales training to sales education is like comparing army boot camp to a college degree.

Continue Reading

Social Network