IN THIS ISSUE
|Manchester Unveils New Sales Program
Salespeople of ability and conviction are coming to an area near you this fall. After months of rumors, Manchester’s Accounting and Business Department officially announced a new sales major and minor for the upcoming academic year.
“We anticipate that this new sales program will allow Manchester students to acquire knowledge and skills that will serve them well regardless of the industries they choose,” said chair of the Accounting and Business Department Tim Ogden ’87. “The sales function touches every organization, large and small, for-profit and not-for profit.”
Ogden points to two key features that will make Manchester’s sales program unique: an entrepreneurial course that marries sales and entrepreneurship and a communications class that focuses on the ethics of listening in sales relationships.
A nationwide search is already underway to hire a full-time faculty member who will teach sales, marketing, and management courses, but existing faculty will take the lead on the distinctive courses.
Marketing and management professor Joe Messer is in the process of designing the course about entrepreneurship and sales. Messer, whose esteemed business career includes stops at DePuy, Paragon Medical, and Daehnfeldt Inc., will bring his vast entrepreneurial experience to the table in the new class. Ogden envisions Messer’s course as being especially important for students who want to start their own businesses someday.
Professor of communication studies Mary Lahman ’83 will return to her sales roots to teach the listening course. Lahman, who spent time as a sales representative at Kodak and Ethicon, sees listening skills as being especially important for building sales relationships. “Because effective listening skills and empathy have a positive effect on sales performance and buyer satisfaction, students in the course will focus on the interrelated listening processes of hearing, understanding, remembering, interpreting and evaluation,” she says.
Momentum is already building for the program on campus. Junior marketing major Quinton Flora ’15 is so excited about the new program that he’s already planning to take every major course next year. “After asking Professor Messer and Professor Ogden about the rumor of a sales program starting here at Manchester, I was ecstatic to hear that I had the opportunity to enroll in the program,” he said. “I am hoping that this major will get me that much closer to working in the sales field for a major golf company or any major sports company.”
“Being one of the first ones to go through the program really excites me,” Flora added. “I’ll be able to have a lot of one on one with professors in these classes and get to learn about the experiences the professors have gone through.”
For Flora and incoming business students, the sales program means more career options after graduation. The future is bright in Manchester’s Accounting and Business Department.
Kevin Hochstedler ’83, Mishawaka, Ind., is the Chief Financial Officer at Robert Weed Plywood Corporation, a position he has held for five years.
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