Part 8 of 9

Herberger Business School at SCSU focuses on realistic and real-world experiences.

When many people think of a salesperson, the image that comes to mind isn't flattering. But at the Herberger Business School at St. Cloud State University, students learn what really goes into successful selling.

"We train problem solvers in our sales program," said Dr. Dennis Bristow, professor of Marketing and the Norbert Lindskog Chair of Professional Selling. "There's a science to selling. It's the science of understanding people, understanding the organization, understanding the industry."

For Isaac Winters, a recent St. Cloud State business graduate who completed the Professional Selling Specialization program, the process involved meeting and learning from professors and speakers, then practicing in labs, internships and competitions.

In these exercises, Winters recalled, "a handful of variables…were changed at the last second. We were coached by professors on how to appropriately respond in those situations, to develop the skill set to be able to think critically and develop solutions on the fly." These skills have already paid off: Shortly after graduating, Winter landed his first sales rep position with a Twin Cities based software firm.

A Program Designed for Today's Students and Tomorrow's Business Needs

The Professional Selling Specialization program, which is available to students in any major, has "virtually 100% placement, and they're going all over the country, all over the world," said Bristow.

One factor in the school's success is the focus on students. "My role is to work with students daily to help them discover what it is that they want to do while they're here," said Gretchen Huwe, Director and Lead Academic Advisor. "What are their dreams and hopes, and what do we need to do while they're here to help make that happen?"

 

 

The school offers majors in Entrepreneurship, Finance, Information Systems, Marketing, Real Estate, and other business fields. Showing a long-standing record of excellence, the Herberger Business School is AACSB International accredited for more than 35 years. Fewer than 6% of the world's business schools offering degree programs hold the AACSB accreditation, and the school is one of only two in Minnesota with this distinction.

St. Cloud State is dedicated to helping prepare students to both be ready for their careers and be well-rounded global citizens as part of the It's Time initiative. Business students are encouraged to see their work in broad terms. "What drew me into marketing was the ability to do so many things to…create awareness and demand for businesses that positively impact the community," said Rei Onishi, a senior majoring in Marketing.

Working Closely With Employers and Experts

Ashley Laffen, who serves in talent acquisition for car rental firm, Enterprise Holdings, is a graduate of the business school at St. Cloud State. Now she helps place students in internships, and helps Enterprise engage with the school in many ways, including resume reviews, mock interviews, and lectures. "I think in today's world, sales is everywhere, whether you're selling an actual product or selling yourself," she said.

Enterprise partners with HBS because it gives them a chance to meet and shape the very people who may some day come to work for them. "As a company, we look to bring in smart, motivated business professionals who want to work their way up in a supportive team environment. And that's exactly what we find here at St. Cloud State."

Selling Competitions, Lab Work Provide Invaluable Experience

Real life and simulated experiences are key to helping students hone their skills. The business school helps offer this in many ways, including:

• International travel and study
• The newly endowed Professional Selling Institute
• An opportunity for Finance students to manage a real investment fund of $200,000
• The Northwestern Mutual Selling Lab, which creates environments for students to practice selling skills and learn from peers and professors
• A new lab that will add more state-of-the-art business education resources

 

 

Dr. Myra Wang, associate professor of Marketing, integrates simulated business decisions into her curriculum. "I use a simulation where the students act as a sales manager," she said. "They manage a team of five sales reps [and] make all the decisions about their basic salary, the commission rate, how much time to spend with them."

Sales competitions are another great opportunity for students to hone skills and get valuable experience. Cassidy Lackovic, a Marketing major and student athlete, won the school's fall 2021 Professional Selling Competition with a presentation she developed for her favorite running shoes.

"I was able to show the product, create a presentation, and present in front of 30 industry buyers," Lackovic said of the competition. "It was very real…this is how it's going to be [in sales]. You kind of just have to put yourself out there."