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April 19, 2005
WILLIAM PATERSON UNIVERSITY ESTABLISHES THE WORLD’S FIRST BACHELOR’S DEGREE IN PROFESSIONAL SALES
*An outgrowth of the University’s Russ Berrie Institute for Professional Sales, the degree program will prepare undergraduates for careers in sales and sales management
William Paterson University in Wayne, N.J. will become the first higher education institution in the world to offer a bachelor of science degree in professional sales. The degree program has been authorized by the New Jersey Presidents’ Council.
The program is an outgrowth of the University’s Russ Berrie Institute for Professional Sales, a unique partnership between the private sector and higher education that provides educational and training programs for undergraduate students and sales professionals.
The degree will prepare students for careers in sales and sales management, providing them with the academic knowledge and practical skills required for success in today’s complex business environment. A focus on experiential learning will allow students to apply and demonstrate their understanding of the concepts and theories acquired in the classroom through realistic hands-on sales and business settings.
“Virtually every aspect of the selling process has changed dramatically over the last two decades,” says Jim Brown, executive director of the Russ Berrie Institute for Professional Sales at William Paterson University. “This bachelor of science degree in professional sales offers the broad-based curriculum and the practical skills needed to meet the challenges of the fast-changing business world. Customers increasingly want salespeople who are professionals, who understand their businesses, who can solve problems and offer excellent customer service.”
The bachelor of science degree program includes courses in professional selling, negotiation, global perspectives in sales, sales management, strategic account and customer relationship building, and advanced sales, as well as core courses in accounting, statistics, finance, management and marketing. Students may also gain field experience through an optional internship.
The Department of Professional Sales, chaired by Dr. David Reid, who joined the University in September with 20 years of experience developing sales professionals in both higher education and private industry, is housed in the University’s Christos M. Cotsakos College of Business, which recently gained international accreditation from the Association to Advance Collegiate Schools of Business (AACSB) International.
“By establishing this degree, William Paterson University is at the forefront of business education in the United States, offering an innovative and distinctive approach to meeting the needs of the business community,” says Jess Boronico, dean of the Cotsakos College of Business. “It also furthers our mission of providing students with real-world experiences that enhance their readiness for and awareness of the business world, thus giving them a competitive edge upon graduation.”
All courses in the professional sales program are highly interactive and experiential and make extensive use of the Russ Berrie Professional Sales Laboratory, a state-of-the-art facility that helps professionals and students develop and sharpen sales skills in an interactive simulated office environment. The lab is a major component of the Institute’s customized training and certificate programs for sales professionals. Employing advanced technology that has been specifically adapted for the Institute’s needs, the sales lab helps students master the art of face-to-face communication, a crucial element in today’s economy when successful people not only sell products and services, but present business strategies and solutions.
The Russ Berrie Institute of Professional Sales at William Paterson University was created to advance the field of professional sales by providing high-quality educational, consulting and training opportunities for both students and practicing business people. The first program of its kind in the Northeast, the Institute was established by Russ Berrie, the late founder, chairman and chief executive officer of Russ Berrie and Company, Inc.
With the addition of this new degree program, William Paterson now offers 32 undergraduate and 19 graduate programs through its five colleges: Arts and Communication, Christos M. Cotsakos College of Business, Education, Humanities and Social Sciences, and Science and Health.
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WILLIAM PATERSON UNIVERSITY 1855-2005: CELEBRATING 150 YEARS
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