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Sales and Negotiations Center

Indiana State Named a Top Sales University

SEF Top Sales Universities

Indiana State’s Sales and Negotiations Center (SNC) has again been named as a top university for Professional Sales Education in the Sales Education Foundation’s 2021 Annual. The current issue also features an article by our Professor Emeritus of Marketing, Jon Hawes on the History of Selling in America.



Our business students recently competed in the RNMKRS Sales Competition. In total, 72 students from Indiana State University participated with senior Noah Heim (Finance and Insurance and Risk Management major) receiving recognition for placing in the Top 1% and 14th overall in the “Role Play Competition.” In addition, senior Shelby Gilbert (minors in marketing and business administration) finished in the Top 1% of the "Speed Sell Competition." Lastly, the university was named among the top 10, and 4th overall, for having the highest percentage of students finish among the top competitors.

SNC RNMKRS winners

RNMKRS is an international virtual college sales competition that emphasizes the role of interpersonal communication in the success of business and life. Over 2100 students competed in the Role Play Competition with more than 1600 students competing in the Speed Sell Competition. Participants engaged using mobile devices through the selling of a product to an autonomous artificial agent that responds in real time while scoring students on their performance and success.

“I am excited for Noah and Shelby in how they performed as well as all of our students for competing. Our students work very hard preparing for these types of competitions, which makes us very proud to represent the Scott College of Business and ISU.” said SNC coach Ricky Fergurson.

Here are the categories coach Ricky Fergurson and students Shelby Gilbert and Noah Heim appeared in:

Ricky Fergurson - Most Exciting Class Meetings
Ricky Fergurson - Best Student Questions
Ricky Fergurson - Top 1% of Coaches in Sales Roleplay
Ricky Fergurson - Top 1% of Coaches in Speed Sale
Shelby Gilbert - Top 1% Speed Sell Champions
Shelby Gilbert - Top Speed Sell Midwest Region Champions
Noah Heim - Top 1% Sales Roleplay Champions
Noah Heim - Top Sales Roleplay Midwest Region Champions
Sales and Negotiations Team - 50% in top 30% of Sales Roleplay
Sales and Negotiations Team - In Top 10 Schools of Sales Roleplay

Natalie Mauk Places 5th in Sales Competition

Natalie Mauk, a junior marketing major in the Scott College of Business, finished 5th out of 140 students in the Speed Selling Division of the Northeast Intercollegiate Sales Competition (NISC) hosted by Bryan University. “NISC was such an amazing experience and a great first competition,” Mauk said. “I can’t wait to learn more and compete again.”

Said Faculty Coach Dr. Ricky Fergurson, Assistant Professor: “I am very proud of Natalie’s performance in her first sales competition. She overcame competition nerves and delivered an incredible performance at NISC.” Aside from Mauk, two other students from the ISU sales team participated: junior Rachel Hildebrand and senior Annika Ehrlich.

SNC NISC2021 Sales Team

2021 Elevator Sales Pitch Competition Winners

The Elevator Sales Pitch Competition finals took place on November 12, and huge congratulations to Kearsten Peters for being our 2021 Elevator Sales Pitch Competition Winner! We are so proud of her and her efforts. This accomplishment is even more impressive when taken into account that she was last year's winner as well, with a completely different panel of judges!

We also want to shout out and congratulate our runner ups in this competition. Congrats Annika Ehrlich, Natalie Mauk, Lauren Hemmen, and Kimmie Collins! Thank you so much for your participation. We are so proud of all of you for competing and putting in the effort to make it this far.

SNC Elevator Speech Winners, fall 2021

We want to extend a special thank you to everyone that helped with this competition, especially our nine amazing judges from our past coffee corner sessions. Thank you Jim Havrilla, CSS (Southern Glazer's Wine & Spirits), Tiburcio Martinez (Cintas), Jessica Newman (Enterprise), Brad Perraut (Sherwin-Williams), Dustin Schulte (Sherwin-Williams), TJ Hutchinson, MBA (United Rentals), Dave Wisniewski (Midwest Communications, Inc.), Ted Krischak (McGraw Hill), and JD Pizzola (State Farm ®).

SNC Awarded Best Paper at SMA Conference

November 4, 2021

Congratulation to David Fleming and Ricky Ferguson of our Sales and Negotiations Center along with their co-authors Laura Munoz and Matthew Aplin-Houtz on having their paper “A SCARF-based Model of Students’ Contributions to Educational Service Recovery” named as best paper in the Marketing Education Track at the Society for Marketing Advances (SMA) conference in Orlando, Florida.

Society for Marketing Advances 2021

Become Involved

There are benefits to becoming involved with the ISU Sales and Negotiations Center. Download the Value Proposition for the Sales and Negotiations Center at Indiana State University to learn more.

Coffee Corners

Please join us for our Wednesday Coffee Corners on Zoom where guest companies will be meeting with students to discuss internships and career opportunities. See our social media for details.

SNC Coffee Corners


SNC November 2020 Newsletter

Catch up with what is happening in the SNC with the November Newsletter

Previous Issues

October 2020
September 2020
May 2020
February 2020
January 2020
November 2019
October 2019


SNC Infographic March 2020

Learn About SNC

About the Indiana State University Sales and Negotiations Center

  • The Sales and Negotiations Center at Indiana State is one of only 25 full members in the University Sales Center Alliance (USCA)
  • The mission of the USCA is to advance the sales profession through academic leadership: education, research, and outreach. (
  • Employers interested in recruiting college graduates uniquely prepared for success in sales positions should consider graduates from our programs.
  • Graduates from sales programs like the one at Indiana State are 30% more likely to stay in the first year and ramp up their productivity 50% faster than their counterparts who were not part of a sales program (Sales Education Foundation)
  • The Sales and Negotiations Center can also provide sales and negotiation training and consulting services for interested companies.


Indiana State University's Sales & Negotiations Center
is a Full Member of the USCA.


Contact Us

Contact Us

Dr. David Fleming
Sales & Negotiations Center
Scott College of Business
Federal Hall
30 N. 7th St., Room 206
Indiana State University
812-237-2286 phone
812-264-1075 (cell)

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We value our business partners and take pride in the relationships we have formed with them.

Whether your interests are hiring our students, mentoring them, serving on one of our advisory boards, sponsoring or donating to our programs, providing speakers, or simply attending one of our events, we would like to hear from you.

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