Avila is dedicated to solving these problems. Housed within the Department of Marketing, the Professional Selling Institute provides the business community with a research center that focuses on the contemporary issues confronting sales organizations, sales managers, and salespeople. The goals of the Institute are not only to encourage research in selling - but to expand the sales program to enhance student preparation for employment. Three lab rooms are used for interactive video training and are overseen from a control room via one-way mirrors and microphones. Using this facility, students can develop their sales presentation skills by viewing and critiquing their performance on videotape.
Students can then build a collection of taped presentations to show to prospective employers.
The Professional Selling Institute has successfully brought sales reality to the classroom at Ball State. Practicing salespeople even provide the final evaluation for students. Sales executives also serve as visiting lecturers, sit on the Sales Center Advisory Board, and participate in an annual sales career fair. Students can also participate in a sales and marketing fraternity. For more information about Ball State's Professional Selling Institute, contact Professor Ramon Avila.