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
[email protected]
Resume/Curriculum Vitae
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
[email protected]
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
[email protected]
Resume/Curriculum Vita
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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
[email protected]
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
[email protected]
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
[email protected]
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
[email protected]
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
[email protected]
Resume/Curriculum Vitae
Undergraduate Curriculum Guide
The Center for Sales Leadership focuses on preparing students to work for some of the most exclusive companies with long term career potential. Students can choose from two tracks of classes to further focus their career path: business development/sales in a variety of industries or category management, primarily focused in the consumer packaged goods (CPG) industry.
Students can focus on one career path by taking the specific courses within that track or take a combination of courses from both tracks. There are three courses required for both tracks:
MKT 376 - Effective Business Communication (to be used as your Commerce Core Communications requirement)
MKT 377 - Fundamentals of Sales & Networking
MKT 383 - Advanced Valuations for Business
Business Development Track - Choose any two of the following courses to complete the track:
What would a career in business development be like?
MKT 378 - Sales Strategy & Technology (prereq MKT 376 OR 377)
MKT 379 - Leadership in Sales Organizations (prereq MKT 376 OR 377)
MKT 381 - Building Financial Relationships
MKT 398 - Sales for Social Impact
MKT 398 - Selling Professional Sports
Category Management Track – Must take all three courses to complete the track:
What would a career in category managment be like?
MKT 380 - Science of Retailing (Formerly known as Targeting Retail Consumers)
MKT 382 - Principles of Category Management (prereq MKT 380)
MKT 398 - Cases in Category Management (prereq MKT 382)
Non Commerce majors are required to take three (3) additional classes for both tracks:
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.
Marketing 376 - Effective Business Communications
This course is offered for the Fall 2012 quarter:
| Day | Time | Instructor | Class Number |
Section |
| Monday | 1:30 PM - 4:45 PM | Margaret O'Brien | 14718 | 402 |
| Monday | 6:00 PM -9:15 PM | Stuart Vass | 14735 | 702 |
| Monday | 6:00 PM -9:15 PM | Staff | 14733 | 701 |
| Tuesday | 1:30 PM - 4:45 PM | Margaret O'Brien | 14719 | 403 |
| Tuesday | 6:00 PM -9:15 PM | Michael Ianni | 14740 | 704 |
| Wednesday | 1:30 PM - 4:45 PM | Kathleen Richgels | 14722 | 404 |
| Wednesday | 1:30 PM - 4:45 PM | Margaret O'Brien | 14723 | 405 |
| Wednesday | 6:00 PM -9:15 PM | Staff | 14738 | 703 |
| Thursday | 1:30 PM - 4:45 PM | Margaret O'Brien | 14717 | 401 |
| Thursday | 1:30 PM - 4:45 PM | Charles Drehmer | 14726 | 406 |
| Thursday | 6:00 PM -9:15 PM | Michael Ianni | 14743 | 705 |
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 Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Tuesday | 6:00 PM - 9:15 PM | Clancy Ryan | 14745 | 701 |
| Wednesday | 6:00 PM - 9:15 PM | Clancy Ryan | 14748 | 702 |
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 Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Monday | 1:30 PM - 4:45 PM | Gerard Wolf | 14749 | 401 |
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.
There is no text with this course. There is a $40 lab fee for a business case.
Marketing 379 - Leadership in Sales Organizations
This course will be offered in the Winter quarter.
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 - Science of Retailing
This course is offered for the Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Wednesday | 1:30PM - 4:45PM | Jacqueline Kuehl | 14751 | 401 |
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 Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Thursday | 6:00PM - 9:15PM | Kathleen Jackson | 14752 | 701 |
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 Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Monday | 6:00 PM - 9:15 PM | Laura Lee Larson | 14753 | 701 |
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 383 - Advanced Valuations for Business
This course is offered for the Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Tuesday | 1:30 PM - 4:45 PM | David Hoffmeister | 14773 | 401 |
| Thursday | 1:30 PM - 4:45 PM | David Hoffmeister | 14774 | 402 |
Course Summary
The Advanced Business Valuations course is a strategic sales course which emphasizes the psychology of selling in complex selling situations, identifying the decision maker among multiple contacts, quantifying the value proposition to the customer, and presenting a compelling sales proposal. Business activities are focused on identifying customer needs and values (tangible, intangible, behavioral) and delivering products and services to increase customer profit margins, cash flow, or the efficiency of the customer’s business. Goals are achieved by use of mathematical analytical techniques, understanding of emotional drivers, and utilization of behavioral influence techniques in a research based selling model.
Marketing 398 - Cases in Category Management
This course is offered in the Spring quarters.
Course Summary
This course focuses on category management strategy and will provide students with an opportunity to solve actual category management problems for retailers like Walgreen’s, 7-Eleven, Roundy’s and Staples. Students will work on solutions to real category problems in these retail environments to support companies such as Wrigley, Red Bull, and Pepsi. Our students will have the opportunity to learn for mentors form both retail and manufacturing partners. During the term students will learn via lecture and a comprehensive case study.
In this course students will learn to master the following technologies: Nielsen Answers Retail, Spaceman, and Spectra. They will also be exposed to IRI technologies and other space management systems. Students successfully completing this course will be properly prepared for careers in category management and also for sales assignments in consumer packaged goods companies.
Marketing 398 - Sales for Social Impact
This course is offered in the Fall quarters.
| Day | Time | Instructor | Class Number | Section |
| Saturday | 9:00 - 12:15 pm | Mike Saporito | 14699 | 401 |
| First 5 Saturdays of the term: Sept 8, Sept 22, Oct 6, Oct 20, Nov 3 | ||||
Course Summary
This course seeks to help students understand the social impact businesses can have, especially sales, and helps create socially responsible business leaders. You will work hands on with a non profit organization to effectively develop and execute a sales plan for a service or product that benefits others.
Marketing 398 -Selling Professional Sports
This course is offered for the Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Wednesday | 8:30 AM - 11:45 AM | Rich Rocco | 14706 | 402 |
Course Summary
This course in professional selling will introduce students to the essentials of effective selling in the context of professional and collegiate sports. Topics include the sales process, persuasion, handling objections, finding solutions, building customer relationships, and understanding the competitive sports marketing/selling environment. Offered by Rich Rocco on Mondays from 8:30-11:45 am. You must apply for this class by emailing [email protected].
Download the class application here.
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 Fall, Winter, Spring Quarters, Monday evenings)
- MKT 577 - Leading Business Development (Offered Fall Quarters, Thursday evenings)
- MKT 578 - Sales Strategy & Technology (Offered Winter Quarters, Monday evenings)
- MKT 798 - Sales Management 2.0
- MKT 798 - Category Management
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 in the Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Monday | 6:00 PM - 9:15 PM | D Whalen | 14888 | 101 |
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 in the Fall 2012 quarter:
| Day | Time | Instructor | Class Number | Section |
| Monday | 6:00 PM - 9:15 PM | Clancy Ryan | 14891 | 101 |
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
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.
MKT 798 - Category Management
This course is offered in the Spring quarters.
Course Summary
This course focuses on category management strategy and will provide students with an opportunity to solve actual category management problems for retailers like Walgreen’s, 7-Eleven, Roundy’s and Staples. Students will work on solutions to real category problems in these retail environments to support companies such as Wrigley, Red Bull, and Pepsi. Our students will have the opportunity to learn for mentors form both retail and manufacturing partners. During the term students will learn via lecture and a comprehensive case study.
In this course students will learn to master the following technologies: Nielsen Answers Retail, Spaceman, and Spectra. They will also be exposed to IRI technologies and other space management systems. Students successfully completing this course will be properly prepared for careers in category management and also for sales assignments in consumer packaged goods companies.