-
University Students Find Competitive Edge by Studying Sales
juillet 14, 2016By Sue Casement/3M StorytellerFinding the Competitive Edge
Finding the Competitive Edge
Finding the Competitive Edge
-
While the job market continues to grow for most workers, according to the Bureau of Labor Statistics, young millennials continue to struggle. They’re seeking experiences that will give them a much-needed competitive edge. One path? Specialize in sales.
-
A new program at San Diego State University gives students an edge in a few ways. George Belch, Ph.D. and marketing department chair, sees many students kicking off their careers in sales. “For students who may want to enter into sales, this trains them in specific skills and gives them the focus,” he says. “It gives them internship opportunities. Students recognize this is a great way to start a corporate career.”
Photo: Students observe and critique selling skills using a state-of-the-art sales lab – largely funded by 3M – on the SDSU campus.
“I’m a management major, with a minor in sales. You’re always selling, whether it’s yourself or a product. I just never thought of it that way before. It’s great that San Diego State will help me build it into a career.”ALEX DUNNSTUDENT, SAN DIEGO STATE UNIVERSITYSan Diego State is the latest school to partner with 3M to elevate sales as a discipline and as a profession. Thirteen schools in the U.S. participate in 3M’s Frontline program, which includes an opportunity to get real-world sales experience as a summer intern.
San Diego State is the latest school to partner with 3M to elevate sales as a discipline and as a profession. Thirteen schools in the U.S. participate in 3M’s Frontline program, which includes an opportunity to get real-world sales experience as a summer intern.
San Diego State is the latest school to partner with 3M to elevate sales as a discipline and as a profession. Thirteen schools in the U.S. participate in 3M’s Frontline program, which includes an opportunity to get real-world sales experience as a summer intern.
-
Dan McGinley has been on both sides of the partnership. He recently retired from a 34-year career in sales and marketing with 3M and moved his partnership with Frontline over to the university side. He helped start up the sales program at San Diego State and teaches three classes: management, professional selling and sales for social impact. “For 34 years, I didn’t go to work – I went to my life. And that’s how I feel now,” he says. “I feel pretty confident in the future sales reps in our classes. I get to see the next group of business leaders sitting in front of me in the classroom. That’s pretty awesome.”
-
Ryan Fuller is majoring in Management with an emphasis in Entrepreneurship at San Diego State. He’s taking sales courses to help supplement his job skills. And he can put those skills right to work during his summer internship with the Automotive Aftermarket Division of 3M. “It’s like running my own business,” he says. “I have my own clients, and I have the autonomy to make my own decisions. I can have pride in my successes.”
Photo: 3M SDSU Frontline Sales interns Alex Dunn, Ryan Fuller and Cooper Abrams
-
-
Five Tips from a Sales Leader
Dan has learned a lot in his almost 40-year career. He shares some words of wisdom for people just starting out.
1. Traditional sales competencies still apply: Build relationships, ask questions and listen carefully.
2. It’s a new world: People are well-informed about their product options, so go to the next level. Give the financial justification for buying – help the customer analyze options and tell them why it’s a good decision.
3. Know what you want: Do your homework to see if sales is right for you and pick an industry that interests you. If you can’t stand blood, medical sales might not be right for you. -
4. Find the right company: Your feelings will show, so you need to believe in the company you are selling for. Think about your future. If you want to go into management and leadership, where are those jobs located? Is that where you want to go?
5. Have fun: It shouldn’t be a J-O-B; it shouldn’t be work. You should enjoy it.
