By Lauren Kolzow
The NIU College of Business, via its Professional Sales Center, embarked on an innovative journey in business education. From Jan. 7 to 12, 2024, the “Sales on Wheels” program, which is part of the Marketing 412 course, transcended traditional academic frameworks, guiding 23 aspirant sales professionals from DeKalb to the bustling corporate landscapes of Indianapolis and Chicago.
Jess Vandiver, a junior marketing major, began the trip with reservations about the sales industry. Yet, the experience — starting with an insightful visit with Enterprise Mobility in Indianapolis — broadened her perspective, revealing the multifaceted nature of sales.
“Initially, I thought sales was mostly about cold calls, and I wasn’t really sure if that was for me. But after this experience, I’ve come to understand it’s much more. It’s about putting yourself out there, asking questions and, sometimes, being that persistent person who keeps coming back until you get results,” Vandiver said.
Encounters included financial planning sessions with Northwestern Mutual and developing networking and pitch skills, embodying the transformative effect of hands-on learning in shaping students’ adaptability in the dynamic business arena.
Traveling with the Marketing 412 students was the brainchild of Chuck Howlett, retired director of the NIU professional sales program. Today, Jenny Redisi is the active director of the program, bringing an extensive background in high tech sales to the program. Her vision shapes its goals as she aims to immerse students in various industries, building a solid foundation for their sales careers.
“The goal of the trip is to expose students to many industries and create a plan for successfully launching their sales career and start adulting,” Redisi said, emphasizing the importance of a holistic approach to career readiness and experiential learning. “Sales skills are essential, as everyone needs to be influential in their job. This makes sales relevant for everyone, regardless of their major. It’s a crucial skill for anyone who interacts with people, and essentially, that’s all of us.”
Emma Walsh, a finance major cultivating a keen interest in sales, echoed the sentiment, finding the trip pivotal in her educational journey.
“We visited a lot of companies… It was absolutely just a fantastic experience across so many different industries,” she said.
The array of company visits offered Walsh and her peers a comprehensive view of the sales landscape, covering sectors such as sports sales at the Indianapolis Colts and pharmaceutical sales at Eli Lilly, integrating academic learning with genuine business insights.
Despite a snowstorm cutting the trip short, the students’ learning experience remained profound. The itinerary included insightful stops at companies like Fastenal and Salesforce, where students gained practical knowledge of diverse business operations and sales tactics. The students also did their final presentations virtually for Graybar executives, after the snowstorm delay. These encounters extended beyond conventional academic learning, deepening the students’ grasp of real-world business dynamics.
“The ‘Sales on Wheels’ program is more than just a field trip; it’s a comprehensive educational experience,” Redisi said, adding that she hopes these on-site visits allow students to see the complexities at the heart of most businesses. “You never really think about how making a change in a distribution center can solve customer problems. But to see it and have them talk about why they did it this way, because customers needed the inventory to arrive in this format, was very cool.”
The program also focused on cultivating essential life skills. The trip emphasized understanding personal finance and “adulting” — a crucial aspect often overlooked in conventional education. The curriculum also covered business etiquette, professional networking and career planning, preparing students for both their professional and personal development.
As the journey concluded, students delved into reflection and project work, envisioning their future careers. This final phase was vital, allowing them to integrate their experiences into a coherent career plan.
“It’s essential for students to reflect on their experiences and understand how they can apply what they’ve learned to their future careers,” Redisi said.
Visit go.niu.edu/profsales more information about the professional sales program.
