Faculty
All classes in the Sales Leadership Program (undergraduate and graduate) are taught by individuals with both academic credentials and business experience in order to best convey application of the material in real-life situations.
Learn about the experience your faculty brings to the classroom by reviewing their CVs below.
Professor Dan Strunk, M.B.A.
Academic: Executive in Residence
Business Experience: P&G, Polaroid, Ocean Spray, Quaker Oats, Glendinning Consulting
Lecture Topics: CRM Effectiveness, Category Management, Consumer Motivation, Household Management
dstrunk@depaul.edu
Resume/Curriculum Vitae
Check out Principles of Customer Relationship Management, the definitive textbook on CRM, which provides sales people with the proper perspective on CRM its application in the business fields of marketing and sales. Written by Dan Strunk, Roger Baran and Bob Galka, faculty of the DePaul University Marketing Department, an interactive salesforce.com case is included as well.
Professor David C. Hoffmeister, M.B.A.
Academic: Executive in Residence
Business Experience: Swift and Co., Richardson-Vicks, P&G, Sterling Drug, Kodak
Lecture Topics: Leadership, management, change, people
dhoffme1@depaul.edu
Resume/Curriculum Vitae
Professor D. Joel Whalen, Ph.D.
Academic: Associate Professor
Business Experience: Top rated Disc Jockey, Radio Station Manager, Political Consultant, VP Marketing-Software Engineering Firm, VP Marketing-Real Estate Development, Used Car Salesman
Lecture Topics: Change management, communication, message packaging, controlling communication anxiety, visual communication
jwhalen@condor.depaul.edsu
Resume/Curriculum Vita
e
Professional Communications Toolkit presents a compelling new vision of communication that offers little-known and amazingly effective techniques for the novice speaker and stage-savvy pro. Author D. Joel Whalen provides practical, research-based tools that apply to all professional communication, including engaging in one-on-one conversations, speaking at small staff meetings, and delivering a keynote address to a ballroom full of people.
Professor Clancy Ryan, M.B.A.
Academic: Adjunct Faculty
Business Experience: Discovery Channel, Penske, Superscape
Lecture Topics: Sales and Networking
cryan11@depaul.edu
Resume/Curriculum Vitae
Professor Jeannie Sticher, M.A.
Academic: Adjunct Faculty
Business Experience: Mars, Inc. Nestle, The Gap Stores
Lecture Topics: Leadership, Key Account Management, Sales Skills, Retail Management, Performance Management
jsticher@depaul.edu
Resume/Curriculum Vitae
Professor Kathleen Jackson, M.B.A.
Academic: Adjunct Faculty
Business Experience: Wealth Management Industry Advisor, B.C. Ziegler
Lecture Topics: Sales Management, Financial Services Consultative Selling, Building a Sales Practice
Kmjil@aol.com
Resume/Curriculum Vitae
Professor Laura Lee Larson, Ed.D.
Academic: Adjunct Faculty
Business Experience: Kraft, Pfizer, S.C. Johnson Wax, Diageo, Miller Brewing Company, Wrigley
Lecture Topics: Category Management, Team Building, Self/Other Awareness, Communication.
Dissertation titled Exceptional Mentoring: Insights for Adult Education and Corporate America
lauraleelarson@yahoo.com
Resume/Curriculum Vitae
Professor Jackie Kuehl, M.B.A.
Academic: Adjunct Faculty
Business Experience: Frito-lay, Acosta Sales and Marketing, Edward Don & Company, The NPD Group
Lecture Topics: Category Management, Solution sales/marketing (sales cycle engagement), Market Research Development & Analysis, Marketing measurement & accountability
Jackie.kuehl@sbcglobal.net
Resume/Curriculum Vitae
Undergraduate Curriculum Guide
The Center for Sales Leadership began in April, 2003 with a grant from the 3M Company to establish a sales education curriculum. The university was selected based on its size, diverse student population and faculty with business experience. The program’s mission is to connect the brightest students with the best companies. The program’s strategy is to train students both academically and motivationally - producing qualified entry level candidates who pursue a lifelong career in sales. The undergraduate curriculum consists of seven courses:
The courses required to successfully complete the Sales Leadership Program are:
Two (2) required Sales courses:
MKT 376 - Effective Business Communication
MKT 377 - Fundamentals of Sales & Networking
Two (2) of seven (7) remaining Sales courses:
MKT 378 - Sales Strategy & Technology (prereq MKT 376 OR 377)
MKT 379 - Leadership in Sales Organizations (prereq MKT 376 OR 377)
MKT 380 - Strategic Framework for Targeting the Retail Consumer
MKT 381 - Building Financial Relationships
MKT 382 - Principles of Category Management
MKT 398 - Cases in Category Management (prereq MKT 382)
MKT 398 - Advanced Business Negotiations
Non Commerce majors are required to take three (3) additional classes:
ICS 200 - Introduction to Business
MKT 301 - Principles of Marketing
MKT 310 - Consumer Behavior
Register for all classes via Campus Connect.
Courses are taught through a variety of lecture, group projects, in class presentations by business partners, role plays, selling activities, case studies, coaching, technology tools, simulation software, field trips and other teaching methods. An outline and weekly topics for each of the courses follows.
All faculty members have excellent academic credentials and significant business experience in sales and marketing. At the present time, our instructors teach seven different classes in multiple sections to accommodate the program’s rapid growth. The faculty has deep expertise in marketing, sales, finance, communications, sales technology, leadership, organization development, strategic planning, consulting and general management.
Download the full course outlines for all nine classes of the Sales Leadership Program.
Marketing 376 - Effective Business Communications
This course is offered for the Winter 2010 quarter:
- Mondays with Sarah Laggos at 1:30 to 4:45pm
- Mondays with Stuart Vass at 6:00 to 9:15pm
- Mondays with Melissa Haefner at 6:00 to 9:15pm
- Tuesdays with Kathy Richgels at 1:30 to 4:45pm
- Tuesdays with Michael Ianni at 6:00 to 9:15pm
- Tuesdays with Margaret O'Brien at 1:30 to 4:45pm
- Tuesdays with Margaret O'Brien at 6:00 to 9:15pm
- Wednesdays with Anna Pavlovic at 1:30 to 4:45pm
- Wednesdays with Joshua Gray at 6:00 to 9:15pm
- Thursdays with Kathy Richgels at 1:30 to 4:45pm
- Thursdays with Charles Drehmer at 1:30 to 4:45pm
- Thursdays with Sarah Laggos at 6:00 to 9:15pm
- Saturdays with Mike Saporito at 9:00am to 4:00pm
Course Summary
Participants build skills in message packaging and delivery for both spoken and written communication: Voice mail, presentations, one-on-one conversations, and, e-mail, memos and reports. Skills are built in managing communication anxiety, facilitating team communications and assessing communication style. Coaching to enhance performance and facility in business/social networking are enhanced.
Every quarter Dr. Joel Whalen and Clancy Ryan, MBA, have a lecture immediately before the networking mixer instructing students on topics including managing anxiety, introducing yourself, shaking hands and creating and delivering an effective twenty second pitch. If you are not able to attend we have produced a video series of this entertaining lecture for your enjoyment.
Marketing 377 - Fundamentals of Sales & Networking
This course is offered for the Winter 2010 quarter:
- Mondays with Clancy Ryan at 6:00 to 9:15pm
- Tuesdays with Clancy Ryan at 6:00 to 9:15pm
Course Summary
In the current business environment, companies are focusing their efforts on recruiting well-trained and refined sales professionals to generate substantial revenue. This course is designed to expose students to the energy, decorum, techniques and methods of superior selling sought after by companies. Coursework examines networking techniques and ways to identify high-potential opportunities. Students are given the opportunity to implement learned techniques via real-world selling activities and role-playing.
Marketing 378 - Sales Strategy & Technology
This course is offered for the Winter 2010 quarter:
- Tuesdays with Gerard Wolf at 6:00 to 9:15pm
Course Summary
The key to the development of superior customer sales strategy is detailed intelligence. This course investigates sources of customer data, the state of data management technology and the contribution that current and accurate customer information can make in changing sales strategy. Students gain an appreciation of data leveraging, or the use of customer insight to produce winning selling strategies.
Students work with the technical tools of selling, including on demand segmentation and research systems from the ACNielsen Company, the Saleforce.com CRM system and a variety of on demand CRM applications. Upon completion of this course, students have acquired significant skill in using technology to resolve sales cases.
Marketing 379 - Leadership in Sales Organizations
This course is offered for the Winter 2010 quarter:
- Thursdays with David Hoffmeister at 1:30 to 4:45pm
Course Summary
The role of the sales organization within companies is varied in structure and the level of contribution to an organization’s success. Students study business strategy, organizational management and personal leadership skills. These learning elements are reinforced by exposure to the business practices of major corporations in different industries and business segments.
Marketing 380 - Strategic Framework for Targeting Retail Consumers
This course is offered for the Winter 2010 quarter:
- Wednesdays with Jackie Kuehl at 1:30 to 4:45pm
Course Summary
Sales professionals and management associates must understand the strategy, integration and communication needed to achieve excellence in a business to consumer business model. Students are introduced to concepts of the retail business model including identifying the target consumer and market, developing and implementation of merchandising plans, interaction with the supply chain, managing human resources and the financial implications of decisions made at the corporate, distribution and store level.
Marketing 381 - Building Financial Relationships
This course is offered for the Winter 2010 quarter:
- Thursdays with Kathleen Jackson at 6:00 to 9:15pm
Course Summary
Students learn the basic financial products and services that help clients achieve their financial goals and will gain a basic understanding of financial planning. More importantly, students learn how to identify prospects, uncover client financial needs, help clients achieve their financial goals and build the trusted relationships that lead to turning a prospect into a customer and a customer into a lifelong client. The course includes guest speakers, role playing, presentations and the development of a Personal Financial Plan for each student.
Marketing 382 - Principles of Category Management
This course is offered for the Winter 2010 quarter:
- Mondays with Lara Lee Larson at 6:00pm to 9:15pm
Course Summary
Successful companies expect their suppliers to act as partners that will help them grow their businesses, not simply to trade share amongst competitors. Relationships are established between buyer and seller when vendor partners demonstrate and leverage business understanding to build customer volume. In consumer packaged goods, this practice is known as category management. The category manger is always a category expert with the resources necessary to translate information into business insight and implement volume building activity. The course is taught through the case method to learn the category management process, use the information systems and data resources available and develop sales presentations that effectively communicate solutions for business problems in three different industries.
Marketing 398 - Advanced Business Negotiations
This course is offered for the Winter 2010 quarter:
-
Tuesdays with David Hoffmeister at 1:30pm - 4:45pm
Course Summary
The role of the sales professional today is to focus on providing important value to their customers. All selling activities are focused on identifying customer needs and tangibly providing value through their products or services to improve the profit, reduce the cost, or increase the efficiency of the customer’s business. This course provides the information required to understand the buying and selling process, provide the analytical, negotiation, and influence skills, and practice in the development and presentation of business proposals in using multiple methods of delivery – written, visual, verbal, electronic, and voice.
Graduate Curriculum Guide
DePaul University is one of four universities across the country that offers an MBA with a Sales Leadership concentration. The Sales Leadership concentration is designed for students whose career interests involve selling or managing sales teams and who plan to lead sales-driven organizations where sales excellence is critical for success.
Students complete the MBA Sales Leadership concentration by taking these three courses in addition to the required courses for all MBA candidates:
- MKT 576 - Effective Business Communication (Offered Spring Quarters, Monday evenings)
- MKT 577 - Leading Business Development (Offered Fall Quarters, Thursday evenings)
- MKT 578 - Sales Strategy & Technology (Offered Winter Quarters, Monday evenings)
Generally, only one course within the MBA Sales Leadership concentration is offered each quarter. Courses are taught through a variety of lecture, group projects, role plays, selling activities, case studies, coaching, technology tools and other teaching methods.
All faculty members have excellent academic credentials and significant business experience in sales and marketing. The faculty has deep expertise in marketing, sales, finance, communications, sales technology, leadership, organization development,strategic planning, consulting and general management.
For more information on the Sales Leadership Program, please contact .
Marketing 576 - Effective Business Communications
This course is offered:
- Spring Quarters, Monday evenings
Course Summary
Participants build skills in message packaging and delivery for both spoken and written
communication: Voice mail, presentations, one-on-one conversations, and, e-mail,
memos and reports. Skills are built in managing communication anxiety, facilitating team
communications and assessing communication style. Coaching to enhance performance
and facility in business/social networking are enhanced.
Marketing 577 - Leading Business Development
This course is offered:
- Fall Quarters, Tuesday evenings
Course Summary
This course is designed for managers or team leaders seeking to maximize their resources to achieve optimal results for organizations and their customers. This course is intended for MBA students considering a career involving sales/customer management or for students that seek to gain insights into sales and customer relationships needed to produce top results.
Utilizing current practices, processes and proven in-market techniques, students are shown how to create and maintain a customer sales team capable of achieving excellent results with the internal as well as external customer. Emphasis will be placed on Team Leadership Skills, Profiling and Prioritizing Customers, Managing Team Performance, Developing Business Plans, and Partnerships and Relationships internally and externally.
Personal ethics and credibility are explored as important components for leading business development.
Marketing 578 - Sales Strategy & Technology
This course is offered:
- Winter Quarters, Monday evenings
Course Summary
The key to the development of superior customer sales strategy is detailed intelligence.
This course investigates sources of customer data, the state of data management
technology and the contribution that current and accurate customer information can make
in changing sales strategy. Students gain an appreciation of data leveraging, or the use of
customer insight to produce winning selling strategies.
Students work with the technical tools of selling, including on demand segmentation and
research systems from the ACNielsen Company, the Saleforce.com CRM system and a
variety of on demand CRM applications. Upon completion of this course, students have
acquired significant skill in using technology to resolve sales cases.