IT DOESN’T MATTER WHAT YOUR JOB TITLE IS. EVERYBODY IS IN SALES.
Professional Selling Program
The mission of the Professional Selling Program is to provide students with the tools and experience to significantly improve their value to the selling profession, showcase the excellent talent of our students, and give employers a compelling source for recruiting motivated and qualified new sales talent. The Professional Selling Program is the hub of the sales program’s development, direction, and activities. It offers:
n Sales role-play labs – providing experiential learning opportunities in a realistic corporate buying environment. Labs include:
n Three specialized sales and interview rooms: a tech company, a financial firm and a health care setting
n Viewing Rooms with digital recording and live streaming to review and critique interactions
n The Free Enterprise Conference Room
Classes
MKT 3600. Sales in Dynamic Environments. This course covers the basic foundations for understanding the concepts and practices of selling and sales management.
MKT 3680. Negotiations. This course explores the major concepts and theories of bargaining and negotiation in the professional selling environment, as well as the dynamics of interpersonal and intergroup conflict and its resolution.
MKT 4370. Sales Leadership. This course introduces you to practical tools, cutting-edge concepts, and effective sales management models derived from faculty field and consulting experience, and current sales leadership research.
MKT 4500. Retail Selling. This course familiarizes students with the decisions involved in planning the retail strategy of a retail firm and the concepts and principles for making those decisions.
Selling Club
Selling Club membership is open to all students in every discipline and year. HPU believes all students should receive selling training as a basic life skill. Any student may enroll in basic sales courses to learn professional selling or even enroll in advanced classes in sales leadership, negotiating, and retail selling. Additionally, Selling Club members who are not enrolled in classes can also receive a practical, condensed series of selling skill modules in club meetings including: selling philosophy, building self-confidence, rapport building, personal value proposition, listening skills, SPIN questioning, and closing skills.
Mission
n To promote the sales profession as an honorable and viable career option for our students
n To prepare talented and qualified students to develop, enhance, and exhibit their selling skills on a national stage
n To provide an opportunity for our top collegiate prospects to interact with corporate sales executives in a formal setting focused on current career opportunities in professional sales
Goals
n Compete annually in at least two competitions
n Network with company recruiters and executives
n Learn from other students, competitors and advisors
n Represent High Point University with dignity
n Interview and receive job offers and internships
n Showcase talent and experience the pressure of a national stage
Selling Competitions
HPU’s Selling Club members attend multiple selling competitions, featuring live tournament-style sales role-play competitions, networking opportunities, and a sales-exclusive career fair. Corporations contribute large amounts of money to sponsor these events, allowing them to receive contestants’ resumes in advance. The companies come prepared to find candidates for job and internship opportunities. Selling Club members have an impressive record securing good jobs and internships.
National Collegiate Sales Competition
Hosted by Kennesaw State University in Kennesaw, Georgia
Wayne, New Jersey
Russ Berrie Institute National Sales Challenge at William Paterson University in
The United States will add 1.5 million new sales jobs by 2025. HPU and its students will be ready!
Coaching for Career Success
Speed Selling
Students prepare two-minute sales pitches highlighting the reasons they are right for the jobs. Their pitches are put into practice during speed selling exercises with visiting executives. Following each of their pitches, students and executives engage in one-minute question and answer sessions. Thereby, the students receive personalized constructive feedback from multiple executives.
Networking
Cottrell Hall’s experiential learning environment, including airplane seating, prepares sales students to execute and polish their twominute drills for networking opportunities in a real-world setting. Through this exercise, students are equipped to effectively network and make a lasting impression.
Coaching
Our professional sales professors are known for their leadership and lifetime achievement in sales and sales management. Their sharing of that expertise equips students with the tools needed to apply classroom and experiential learning to real-world scenarios. With a passion for coaching and nurturing students to become professional salespeople, our sales professors teach students how to showcase their newfound selling skills to recruiters from the best corporations.
Dr. Nido R. Qubein
Outcomes
Analyse Figueroa ’24
Sales Professional with Tom James Ben Smid ’24
Account Manager at Freeman + Forrest
Faith Bordewyk ’24
Account Manager at McKesson Medical-Surgical
Joel Fredericks ’24
Account Manager at Gartner
Julia Segalla ’24
Sports Medicine Sales Training Representative at Johnson&Johnson MedTech
Mitch Labbe ’24
Small Business Consultant at Unum
Nathan Alleman ’25
Field Sales Trainee with Continental Audrey Caron ’25
LASR Program Associate with Lenovo Ashlee Lowe ’25
Sales Professional at Mutual of Ohama
Gabriel Williams ’25
Employee Benefits Sales Representative with Mutual of Ohama
