Rob Simon, associate professor of practice in marketing at the University of Nebraska–Lincoln College of Business Administration, will receive the outstanding article award for 2015 for an article in the Journal of Marketing Education at the 2016 Marketing Educators’ Association conference April 15 in Denver. Also receiving the award are Simon’s colleagues on the article, James Cross, associate professor of marketing, University of Nevada–Las Vegas, NV; Shannon Cummins. Ph.D. ’12, assistant professor of marketing, University of Wisconsin–Whitewater; James Peltier, department chair of marketing, University of Wisconsin–Whitewater; and Nadia Pomirleanu, assistant professor of marketing, University of Nevada–Las Vegas, NV.

Their article, “Evaluating Educational Practices for Positively Affecting Student Perceptions of a Sales Career”, published in the April 2015 issue of the journal, identifies educational innovations for reducing students’ reservations towards careers in sales.

“Sales is a skill set that everyone can use in business, whether it is pitching an idea to your boss, being interviewed for a job or selling a product,” Simon said. “Many people think sales is about being an extrovert, when actually it is more about being an active listener and understanding the customer’s needs.”

After researching specific teaching techniques that may affect students’ perspectives towards a sales career, the group found that utilizing experienced sales professionals to present classroom materials and to discuss their sales career was most effective.

“The marketing special topics classes that partner with Union Pacific (UP) and Lincoln Industries are perfect examples of the impact business professionals in the classroom have on the students,” Simon said. “The success of these classes comes from the experience the students get from working with these existing business organizations.”

Classroom lecture and role-plays by university sales students also proved to be helpful.

Simon has taught marketing principles, marketing management, retailing, and the marketing special topics class partnered with UP since 2008. He uses his professional background in sales and marketing to find unique ways to teach students and prepare them to be successful in their careers.

The UNL Parents Association also recently awarded Simon a certificate of recognition for contributions to students. His teaching style resonates with students such as senior Derek Hudson of Omaha, a dual major in marketing and accounting.

“Simon provides a great atmosphere in the classroom. He is one of my favorite teachers, which is one of the reasons why I have taken so many of his classes,” said Hudson, a peer mentor for MRKT 341 with Simon and assistant professor of practice in marketing Steve Welton. “I took the special topics class with UP and it was the best class. The students were at a higher level of engagement and the course provided us with real-world experience.”

“Receiving a certificate for contributions to students was an honor, because it meant both students and their parents took the time to recognize and support my teaching,” Simon said. “Education is a balance between theory and application. I hope marketing students learn the fundamentals and are able to apply it to real businesses. My greatest goal is to teach my students to be lifelong learners.”

For students interested in gaining business skills in sales, CBA offers a unique certificate program through the Center for Sales Excellence.  Published: March 7, 2016