What do you hope your students take away from the classes that you teach?

I teach Professional Sales Negotiations, Strategies, and Tactics (MKT 464/664) and Sales Management (MKT 465) for the MIB Department.  My hope is that students are able to demystify the sales process, experience a professional B2B sales call, develop confidence and skills in a sales situation, strengthen social skills through interaction with sales professionals/managers and learn how to effectively lead a sales force.

As a long time, faculty member what does UNLV mean to you?

 UNLV means opportunity.  Opportunity means something different to almost every graduating student but includes opening doors to professional jobs, increased marketability and job satisfaction, pathway to advancement, personal growth and improved self-esteem, preparation for a specialized career and in many cases at UNLV it means the opportunity to break the chains of poverty through economic stability.

What is something that the MIB department offers that you believe is key to the success of UNLV grads?

The M in MIB is all about generating revenue for organizations.  Without revenue or sales, there is no organization, and it is the oxygen needed for survival in any business or not-for-profit organization. There is a famous quote that says, “Nothing happens in business until someone sells something” and have found that to be true for every organization I have been around that produces a product or service.

Any Parting words of wisdom or advice you’d like to pass onto your students?

Do the “harder right.”  We face decisions in our career or in life without a clear right answer. It is not uncommon when there are multiple right answers and I have tried to choose the right answer that is harder on me.  Doing the harder right may be uncomfortable or take more time, but almost always has a better outcome in the long-term for those you serve with or love.  Doing the "harder right" doesn’t make you popular, but respected and trusted which is even more important.