News From Terre Haute, Indiana

April 14, 2013

ISU sales center earns national status

The Tribune-Star

TERRE HAUTE — In late March, the University Sales Center Alliance, a national organization of university sales programs, admitted Indiana State University’s Sales and Negotiations Center in March with full member status. The alliance reviewed ISU’s curriculum and the Sales and Negotiations Center before members granted approval, making ISU just the 19th university accepted into the alliance as a full member.

“The big gain for students is that there are a substantial number of companies around the United States who only recruit sales people at these schools,” said Jon Hawes, director of the Sales and Negotiations Center in the Scott College of Business at ISU. “These alliance universities are the dominant providers of well-trained entry-level sales professionals as college graduates.”

While Hawes established the Sales and Negotiations Center, faculty members in the Scott College also started reworking the curriculum in the marketing department, adding a sales track for students wanting to pursue a career in the field. The marketing program was also joined with the operations and supply chain management program into a new department that links the various components of business logistics.

Some of the changes also include environmental improvements. The Scott College, which until last fall was housed in one of the Statesman Towers, had made makeshift changes to a first-floor classroom to make it into a video laboratory.

The more than $20 million, multiyear renovations to Federal Hall to become the new home to the Scott College of Business allowed for construction to include specifically created video labs so that business students could film meetings and practice sessions for various classes, including in sales.

Students review the recordings through a secure university website.

“What we have now in the Scott College is beyond what we could conceive of in the old building, but we began that process of giving our students an opportunity to practice their craft,” Hawes said.