Leaders in selling and sales management: The sales program at northern illinois university

It is encouraging to note the renewed interest given to professional selling in College of Businesses across the country (Neeb, 1988, Caballero 1989). More and more, faculty are realizing that the primary entry level job for marketing graduates is in selling. This fact, coupled with increased professionalism in the area has resulted in a desire by many marketing departments to meet both student and recruiter needs better (See Caballero 1989). The purposes of this article are to describe the strong commitment by Northern Illinois University to excellence in professional selling, to encourage faculty at other schools to consider similar programs, and to encourage practitioners to get more actively involved with universities.