Scott College of Business
Sales and Negotiations Center
mission
The mission of the Sales and Negotiations Center is to encourage high potential individuals to consider the merits of careers in professional selling, to provide sales and negotiations training to members of the business community that will enable them to grow professionally enabling economic development, to enhance the professionalism of the sales force, and to provide service to the sales profession.
Goals
- Develop
seminars, workshops, and
other professional development programs that
extend and renew the skills and knowledge of
practitioners working in the field of sales.
- Create and manage a
Sales and Negotiations
Laboratory. This will expand opportunities for
Indiana State University students to engage in
experiential learning by being recorded while conducting
skill practice exercises (e.g., sales calls, mock
business meetings) followed by a careful review of that
performance within a formative learning environment. The
lab will also be used for verbal communication and
professional development of students.
When the facility is not being used by classes
and students, the Sales and Negotiations Lab will be
available for use in seminars and workshops provided to
the business community. The Sales and Negotiations Lab
will be a significant factor in attracting firms to
Indiana State University for their sales training needs.
-
Develop a Sales Advisory Council
consisting of outstanding leaders within the
field of sales and negotiations. This will provide
financial resources for the sales program while also
keeping our sales education program at the cutting edge
through our interactions with leading practitioners.
These executives will help mentor our sales students and
serve as outstanding role
models.
- Create and
maintain a Sales and Negotiations Library. We will
obtain and provide local access to sales and
negotiations training resources. This will be
accomplished by developing a collection of audio-visual
materials, software, cases, experiential learning
activities, and other items designed to improve the
active learning experiences of participants. Most of
this material will be donated by some of the nation’s
leading sales trainers and speakers.
- Support the development
of practical sales experiences for students by working
with sales executives to provide internships, mentoring
opportunities, day-in-the-field shadowing experiences,
and other experiential learning activities for Indiana
State University students.
- Discover and disseminate
new knowledge within the field of sales and negotiations
through faculty support for applied research projects.
- Attract scholarships and
develop other programs designed to encourage our
students to consider preparing for a sales career while
studying at Indiana State University.
- Discover and disseminate
new knowledge within the field of sales and negotiations
through faculty support for applied research projects.
-
Attract scholarships and
develop other programs designed to encourage our
students to consider preparing for a sales career while
studying at Indiana State University.
- Work with the national as well as the local media to promote sales education and the rewards of careers in selling.
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