April 23, 2010 - NIU College of Business - Northern Illinois University

Meeting Minutes
Sales Advisory Board
Northern Illinois University
April 23, 2010
McKesson Pharmaceutical
1995 McKesson St.
Aurora, IL
Attendees:
Brent Allen, Falkor Group
Carla Bendeich, Dearborn National
Drew Butts, Enterprise
Rick Gunther, SurePayroll
Felicia McKinney, CDW
Carrie Missele, Anderson Pest Control
Matt O’Hara, Anderson Pest Control
Chris Patton, Alcatel-Lucent
Sarah Riebe, Lilly
Chuck Howlett, Lilly
Scott Schwieger, Standard Register
Catherine Catino, Sherwin Williams
Brian Sweeney, UPS
Eric Born, Medix
Erin Quinlan, McKesson
Larry Secrest, McKesson
Charles Courneyor, Effner Financial
Dan Weilbaker, NIU Sales Faculty
Ross Hayes, NIU Sales Student
Ashley Schulter, NIU Sales Student
Matt Schroeder, NIU Sales Student
Rick Ridnour, NIU Sales Faculty
Paul Prabhaker, Assoc. Dean NIU CoB
Rob Peterson, NIU Sales Faculty
Joey Lata, NIU Sales Staff
Meeting commenced at 8:30 AM
1. Welcome & Introductions
2. Update on NIU – Dan Weilbaker
a. The Mission Statement for the Sales Advisory Board was reviewed:
We the members of the Northern Illinois University Sales Advisory Board pledge to
serve and support the continued growth and excellence of the Northern Illinois
University Professional Sales Program. We will ensure its position as the leader in sales
education and preparation.
b. Certificate in Professional Selling & MKTG 450 Applicants: 2007 was the first year the
certificate was offered, with 35 students receiving certificates. The numbers grow per year:
• 2008: 46 students
• 2009: 60 students
• 2010: 70 students are expected to receive certificates
Demand for the Marketing 450 (Advanced Selling) course grows each year. For Fall 2010, 48
students applied, 12 had to be turned away with 8 able to re-interview for the Spring 2011
offering. The four that cannot re-apply for the class can take an interim class in May which
will qualify them for a Certificate in Professional Selling.

c. Corporate Partnership Program: 8 of available 15 sponsorships are taken. The breakdown
includes:
• Presidential: McKesson and Enterprise
• Executive: Hilti and Shire Pharmaceutical (verbal commitment)
• Managerial: COTG, First Investors and Paycom
Previously, 13 companies partnered with NIU but the decrease is attributed to the recent
change in economic climate
d. Foreign Students: Nine Austrian students are attending the interim marketing course. Ride days
need to be arranged.
** ACTION: Request for company representatives for Ride Day with the Austrian students on
May 26, 2010. Please contact Dan to participate.
e. Journal of Selling and Major Account Management: Having difficulty getting articles. Need
practitioner articles of 2000 words (longer than a Selling Power article)
** ACTION: Submit articles to Dan.
f. Collegiate Sales Advisory Board – Ross Hayes
The student organization of Sales Advisory Board is a small group. Involvement has grown to 24
full paid members. Recent activities include:
• WCSO Qualifers: Working to identify the 10 NIU students for competition
• NIU Cares Day: Various campus organizations sign up to work projects. Thirteen CSAB
members completed a project to wash bicycles
Matt Schroeder cited the professional speakers available for them. Ashley Schulter is next
year’s CSAB president. Ashley wants more guest speakers, community visits and a MTFN for just
CSAB.
3. Upcoming Events – Dan Weilbaker
a. Golf Outing: The 14 th annual outing is set for Friday, September 10, 2010. It will be held at the
Bolingbrook Golf Club (same as last year). Credit card payments can be taken on line this year.
Price is same: $495. Would like to keep a 1 student per 3 company representative ratio.
Schedule for the event is similar to previous year’s:
• 8 -9 AM: Networking
• 9-12 PM: Shot Gun Start for 3 hours of play
• Noon: Lunch, raffle and networking
** ACTION: Sign up for foursomes and Donate raffle items - contact Dan.
b. Meet the Mentor Night – Carla Bendeich
Fall 2010 dates for this event will be either September 29 or October 6 (Wednesday evening).
This event is held at NIU. Allows mentors to talk with students on a casual basis. 5 – 8 mentors
meet students. Comments about the event: Brent (Falkor) said it allows you to get a feel for

who they are; felt it was worthwhile. Matt (student) indicated it was a great experience to
bounce ideas around with mentors and thoughts about industries in which to work.
** ACTION: Dan will send notice 2 weeks prior to the event for company sign up.
c. Business Etiquette Dinner: Students are in a formal business situation in formal dress. Charles
Courneyor (Effner) indicated his experience with the dinner is to have fun, build relationships
and provide a feel for the basics to the students. It allows for students and company
representatives to meet; a recuiting opportunity.
Possible dates for dinners in the fall: October 26 & 28 or Novermber 5 & 7. Dinner will be held
at the same restaurant in Sycamore: Nat’s on Maple. Two sponsors are needed.
** ACTION: Business Etiquette Dinner sponsors needed (2). Contact Dan.
d. World Collegiate Sales Open: Competition begins September 13 th . Platinum level sponsors are
McKesson and Adobe. Sponsors for many events are still needed, including Gold and Silver
level, Huskie Den, Welcome Reception, Reverse Job Fair.
Work continues to automate all the processing. All the judging will be done on the web. Files
for student feedback will be automatically generated. Company access to all files, for all calls
will be on the web
** ACTION: WCSO sponsorships are needed. Contact Dan.
4. NIU MBA Programs – Paul Prabhaker
Paul reported that NIU’s College of Business depends on Springfield’s funding for 30% of its budget.
Barsema is a privately funded building. CoB has entrepreneurial revenue-generating program sources.
NIU is being ranked by the media (example: Crain’s Chicago Business) for regional schools. CoB has been
growing in Chicago, it’s reputation conveyed by student / alumni partnering. Competing schools are
pulling back to “wait out” the (economic) storm. Need more information out in the market.
** ACTION: SAB members encouraged to be ambassadors for the school.
The Full-time MBA program is going to a university in Bordeaux, France this fall.
A Fast Track MBA program is offered for the 1 st time this fall, with a dual degree as MBA and a Master’s
degree in Europe in the same amount of time. With no formal marketing, this new program has sixteen
applicants; however, only 10 can be accepted in this program.
The Executive MBA program will soon be offered in Chicago. UIC is the head-to-head competitor. Paul
felt NIU can aggressively go after the market due to the competitors pulling back.
5. Committee Reports
a. National Collegiate Sales Competition – Rob Peterson
This is the original sales competition. It is a league situation with playoff rounds. This year, all four
finalists were female. NIU students did well at the job fair. NCSC has 25 tough criteria for 20

minutes of selling. 61 schools competed with over 100 students participating. NIU students felt
they had grown from their experience. NIU was invited back and will return to compete.
b. Bowling Event – Dan Weilbaker
This is a very successful event. This spring, 20 lanes were sponsored and profit was realized.
Suggestions to increase networking during this event include:
• Provide a separate area for pizza / food to be eaten as a place to interact
• Take a break after 2 games for networking
c. SAB Membership: Two companies were taken off due to lack of participation. Welcome to
Anderson Pest Control and Alcatel-Lucent for joining this meeting. We continue to look for
additional members and welcome new membership
d. Mentoring: Updates to Carla Benedeich
6. World Collegiate Sales Open
a. Sponsorship: Needs include two gold, three silver sponsors as well as Reverse Job Table
sponsors, Huskie Den, etc.
b. Judges: . Need lots & lots. Most judging is remote, including the Voice Mails Gate Keeper and
Selling using Technology. Need 6 – 8 people per contestant.
Criteria for judging was developed by business professionals. Nobody is expected to have a
perfect score.
Up to 600 participants is an estimated guess for participation in the first phase. Voice Mails will
be recorded. Students get evaluations back in an abbreviated form.
** ACTION: Need judges to sign up early so that forms can be sent out for review by the
judges before the competition.
Additionally, need Buyers to sign up. They do not judge.
c. Awards Dinner: Will be held at 7 PM in the Sky Room at NIU’s Holmes Student Center. Each of
Four Finalists will know wheat order they finished. All competitors will be recognized. Each
phase will have “placement’ scoring.
d. Guest speaker for the dinner may be Terry Horan from Bosch. Bosch is the Awards dinner
sponsor and they have first opportunity to decline. Another idea for guest speaker is Matt
Thompson.
At least one and maybe two guest speakers will be needed. Are a couple of options needed
Need ideas for filling time between 1 – 4 PM Saturday. What can we do to fill time for other
competitors and coaches while finalists are preparing
To bring value to students: Are two different topical speakers enough Board felt two speakers
over the 3 hours would be enough. Suggestion from Chuck Howlett was to bring in the NALCO
person to speak about International Business.

e. Participation: Competition is open to full-time college students taking a sales class.
Announcement appears on the Global Science Sales Institute website; Dan and Rob are
members.
Expecting 16 US Students and 4 International Students as finalists.
f. Reverse Job Fair is for student to get recruiters to come see them. Specific boundries require
one table per student with no electricity. It is an opportunity for face time. Should there be a
speed selling activity
Carrie Missele commented that it should be beyond their resume. Student should sell themselves,
show communication skills and creativity.
Rick Gunter commented that they should present something they know well to find out who they
are. Why should people be interested in them
Rob Peterson suggested less “moving” parts. Have students take most of responsibility.
Rick Ridnour suggested recognition of coaches / faculty for finalist or winner. Coach nominations
need to come from competitior (student) to know who delivered most value.
g. Schedule of Events: Sept. 13 – VM #1
Sept. 14 – VM #2
Sept. 21 & 22 – Appointment Calls
Oct 4 & 6 – Phone sales w/ technology: 60 contestants
60 will be cut to 20 for the finals.
Oct. 22 – Notify Finalist (may move date up by a week or more
due to Int’l travel planning
Nov. 11 – Welcome Reception
Nov. 12 / AM – VM , Appt. calls, Elevator pitch
Nov. 12 / PM – First Face-to-Face Role Play
Nov. 13 / AM – Role Play #2
Nov. 13 / 1 PM – Announce to 4 Finalists
Nov. 13 / 1- 4 PM – Reverse Job Fair & Speakers
Nov. 13 / 4 PM – Final 4 Role Play
Nov. 13 / 7 PM – Award Dinner
Event is a GO! All Major sponsors are in place.
7. New Business
Survey was taken of the SAB members on the value of twelve major activities and events for the
Professional Selling faculty. Here is the breakdown by month:
• September: 450 Golf Event, Jerry Acuff visit, USCA & WCSO
• October: SAB Meeting, WCSO, Meet the Mentor Night, Business Etiquette Dinner
• November: WCSO (& SAB)
• January & May: International Sales Course w/Irish & Austrian students
• February: Meet the Firm Night, Jerry Acuff, Bowling Event, Visiting Int’l Faculty
• March: Meet the Mentor night, NCSC, Business Etiquette Dinner
• April: SAB Meeting, MKTG 450 Reunion, USCA Meeting
Survey results indicated that SAB members the five top activities valued most are: Golf / Bowling
outings, SAB, WCSO, Meet the Firm Night and Meet the Mentor night.

Recurring work includes publishing the journal, selling JSMAM, Collegiate Sales Advisory board meetings
(weekly).
8. NEXT SAB Meeting: Oct. 15, 2010 will be hosted by Carla Benediech in Downer’s Grove (Dearborn
National)
Meeting Adjourned at 11:30 AM. Lunch and tour of McKesson Distribution facility followed.
Summary of Action Items:
2 d. Foreign Students:
** ACTION: Request for company representatives for Ride Day with the Austrian students on
May 26, 2010. Please contact Dan to participate.
2 e. Journal of Selling and Major Account Management
** ACTION: Submit articles to Dan.
3 a. Golf Outing
** ACTION: Sign up for Foursomes and Donate raffle items - Ccontact Dan.
3 b. Meet the Mentor Night
** ACTION: Dan will send notice 2 weeks prior to the event for company sign up.
3 c. Business Etiquette Dinner
** ACTION: Business Etiquette Dinner sponsors needed (2). Contact Dan.
3 d. WCSO
** ACTION: WCSO sponsorships are needed. Contact Dan.
4. NIU MBA Programs
** ACTION: SAB members encouraged to be ambassadors for the school
6. WCSO
** ACTION: Need judges to sign up early so that forms can be sent out for review by the judges
before the competition.
Additionally, need Buyers to sign up. They do not judge.