In this episode, Brian Dietmeyer talks to Chuck Howlett about the evolution and impact of university-level sales degree programs. They dive into Chuck's extensive background in sales education, including his roles at Northern Illinois University and the University of Idaho, and discuss how these programs prepare students for real-world sales environments. This conversation sheds light on the increasing importance of structured sales education and its role in shaping the next generation of sales professionals.
Resources mentioned in this podcast:
Click here for the NIU Journal of Selling
Click here for the Sales Education Foundation
Click here for Pi Sigma Epsilon (PSE)
Timestamps:
00:02 Introduction to the episode and guest Chuck Howlett.
00:30 Chuck's background and current roles in sales education.
00:50 Discussion on the emergence of sales training at university levels.
01:02 Brian shares his teaching experience at NIU.
01:47 Overview of the growth in university sales programs across the U.S.
03:08 Challenges in recruiting sales professionals from non-sales academic programs.
04:11 Details on the types of degrees and certifications offered in sales programs.
05:03 Discussion on the historical perspective of sales roles in career choices.
06:30 Real-life sales training experiences within university programs.
09:18 Insights into top university sales programs and their impact.
11:08 Employment opportunities and readiness of graduates from sales programs.
13:41 The role of soft skills in sales education and their importance in the industry.
14:36 Closing thoughts on the contribution of sales education to the professional field.
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