Personal Selling Essentials

A Four-Week Intensive Boot Camp for Non-Sales Professionals and Students

Sales applies to all professionals and various contexts of personal life. Whether selling yourself, ideas, products, or services, selling skills are fundamental for advancing careers and elevating your personal brand or organization. In this new online program, Personal Selling Essentials provides participants with the fundamentals and frameworks of selling with live-scenario practice and dedicated coaching. With each session in the four-week intensive boot camp, you will be able to implement new skills immediately in your daily life for professional and personal gain.


July 20 - August 14, 2020

Cost: 
$1,450 for Professionals 
$1,200 for TCU Alumni 
$850 for Currently Enrolled Students

Click here to see the list of safety measures we are adding to our in-person programs.

*This program is being hosted by both TCU Neeley Executive Education and the TCU Neeley Sales and Customer Insights Center. 

Our Difference

Educational Experience

Market-Leading Faculty:  Faculty include a mixture of award-willing academics as well as accomplished practitioners (VP Sales, sales managers, trainers, and coaches) to bring you a balance of the art and science of selling.

Convenience and Flexibility: Attend all live sessions virtually from the comfort of your office, from your own home, or from wherever you prefer to elevate your abilities. Each session will be recorded to accommodate the demand and changes in your schedule as an emerging leader for your organization. Faculty and sales coaches will be available for feedback and one-on-one coaching.

Universal Skills Development – Selling: At the conclusion of this four-week program, you will learn how to apply the essentials of selling in your personal and professional lives and will have already applied this learning in relevant market scenarios.

Practical Application

Coaching Sessions: Each week, engage with experienced sales leaders and sales coaches in dynamic, interactive coaching sessions designed to activate selling excellence and apply new learnings. You will receive constructive feedback that is personally curated to enable growth throughout the four-week program.

Elevator Pitch Competition: During the Personal Selling Essentials program, you will participate in an elevator pitch competition with industry leaders and faculty providing direct feedback. Top pitches will receive an award and be featured on communication channels from the TCU Neeley School of Business.

Selling Competition: At the conclusion of the Personal Selling Essentials program, you will participate in our “SPIN Selling Role-Play Competition” – a challenging and fun opportunity to apply the program’s lessons in a team-based competition with fellow participants. You will interact and gain feedback from sales leaders. Top participants will receive an award and be featured on communication channels from the TCU Neeley School of Business.

Topics 

  • Personal selling
  • Consultative selling
  • Adaptive communication
  • Prospecting
  • Social selling
  • Personal brand development
  • Personal brand on social media
  • Role-playing
  • Elevator pitch
  • Persuasion and influence
Click here to read our latest market research: The Importance of Sales During an Economic Crisis: A Market Report.

Program Schedule

  • The program is 4 weeks long.
  • Live, interactive online classroom sessions will be held on Mondays, Tuesdays and Thursdays. The sessions are structured to create discussion and connections. They will also be recorded to provide both flexibility and a learning resource that can be accessed again after the boot camp.
  • Frequent coaching sessions will be highly encouraged and available on non-program days for participants to receive feedback on selling tactics and exercises.
  • The session includes self-assessments, recommended readings, case analysis, team-based exercises, and market-applied scenario to prompt generative discussions.
  • A Certificate of Completion will be provided to participants who complete the four-week boot camp.

Faculty Leaders

C. Kevin Smith
Marketing Instructor

Kevin brings over 30 years of sports, media and marketing experience. Externally, Kevin was a strategic advisor for MVPindex.com (2015-2019), a market-leading social media index (real-time data, engagement value, influencers) with more than 80,000 athletes, teams, and brands such as Under Armour, AT&T, and Anheuser-Busch InBev. In addition, he was an Advisor and Chief Marketing Officer for Arnold Palmer Enterprises (APE) and Arnies Army Charitable Foundation (2016-2018), and he helped roll-out Recruiting Radar by Bluechip (compliance software, mobile apps, VR/AR) for football coaches at universities, such as Notre Dame, Clemson and Alabama (2016-2017). Prior, Kevin was the senior marketing and business development executive for FOX Sports’ direct-to-home business – which became the organization’s most profitable division — with oversight of the NFL Sunday Ticket, MLB Extra Innings and more. He also launched globally a new product category for Converse, led NCAA sponsorship activities for Nike, and organized a grassroots basketball tournament for the National Basketball Association (NBA) called Hoop-It-Up. Kevin led brand development and strategy for P.F. Chang’s launch of Pei Wei Asian Diner as a founding team member. The quick-casual eatery was recognized as the “Top Growth Chain in America” by Restaurant News.

Dr. Brandon Chicotsky
Assistant Professor of Professional Practice in Marketing

Dr. Chicotsky is an Assistant Professor of Professional Practice in Marketing at TCU. He holds a Ph.D. in Communication and Information Sciences from the University of Alabama, a MS in Management from New York University, and a BA from The University of Texas at Austin. Previous faculty appointments included New York University and Johns Hopkins University where he received the Teaching Innovation Award (2018). Dr. Chicotsky has published in scholarly research journals and academic books focused on branding, media, and technology. Throughout fourteen years in industry, Dr. Chicotsky has served as CMO of venture-backed startups, where he applied strategic branding and exercised sales capabilities through capital fundraising. This experience was nurtured while working in private equity in Tel Aviv, Israel where he facilitated early-stage fundraising for a portfolio of startups from international investment communities. Sales and capital fundraising were essential functions for several years during Dr. Chicotsky’s early career, which focused on Congressional lobbying for a “top 3” firm focused on military aid appropriations for United States allies abroad. Along with professorship, Dr. Chicotsky owns and operates a data analysis and aggregation system and helps facilitate investments in Fort Worth-area real estate.

Zach Hall
Assistant Professor of Marketing

Dr. Hall specializes in improving performance of the salesforce. He has more than 10 years of experience in sales and marketing, as well as consulting and researching for Fortune 500 companies in energy, retail, B2B and manufacturing on how to improve their sales process, customer relationship management, employee motivation and salesperson persuasion effectiveness. Dr. Hall was honored in 2015 and 2016 with the Excellence in Research Award by the American Marketing Association, an honor given to the most impactful research on the sales discipline. His research is highlighted in marketing’s premier publication, Journal of Marketing. He holds a BBA from Texas A&M University, MBA and MSBA in Finance from Texas Tech University, and PhD from the University of Houston.

Corey Hutchison

Corey is the former Vice President for United States Private Sector Sales at VMware and was responsible for the field sales strategy, operations, and management of VMware’s enterprise and commercial business in the United States. He has more than 30 years in enterprise software, 18 years in executive management roles for Fortune 500 and emerging technology companies (such as Computer Associates, Mercury Interactive, and IBM) and has served as CEO of an Enterprise SaaS startup. Corey is also a published author.

Corey has been touted for his successful executive tenures at VMware that saw exponential growth. In the five years prior to joining VMware, Corey built and managed a global business unit for SafeNet, a data-encryption and data protection company offering cloud-based and SaaS solutions. Corey retired from VMware in 2020 to become the Founder and President of Sales Audit, a consulting firm organized to help business leaders in various industries build sales teams and processes that deliver repeatable results.

Jonathan R. Rhoads

Jonathan Rhoads has 20 years of international corporate and consulting experience developing leaders and coaching sales and management teams to meet their strategic and operational goals. He is a Partner with Lowry Rhoads Associates, an Executive Search and Human Capital consultancy working primarily with clients in the energy, specialty chemicals and materials, and nonprofit industries. Jonathan’s corporate experience began at National Oilwell Varco (NOV), the global leader in oilfield equipment and technology manufacturing, where he advanced through marketing and business development roles to become the Marketing Director for a $1.8B business group before being promoted to Corporate Director of Sales Effectiveness during a period of heavy acquisitions and change.

Jonathan ultimately served as NOV’s global Director of Talent and Performance Management before spending time in the specialty chemicals sector in Senior Account Management and Sales Director roles at Rockwater Energy Solutions and Univar USA. Prior to the oilfield, Jonathan also worked for Boyden Global Executive Search and as the Director of Fund and Business Development for Big Brothers Big Sisters of Greater Houston. Jonathan graduated with a BBA from TCU and an MBA from the University of Houston.

Ryan Mullins
Faculty Leaders

Ryan serves as an Associate Professor of Marketing and Director of Clemson University’s Sales Innovation Program Ryan also works closely with students and sales industry leaders on recruitment, training, and performance challenges. Integrating his work into the classroom, Dr. Mullins teaches Introduction to Professional Selling, Advanced Selling, and Sales Management at the undergraduate level, and also teaches Sales Leadership at the MBA level. Ryan is also a co-author on the textbook, Professional Selling, which is used in curricula across numerous sales programs around the country. Ryan's research has received great acclaim across the field including the AMA Sales SIG Sales Excellence in Research Award in 2015, the 2017 James M. Comer Award for Best Contribution to Sales Management Theory, and the 2018 SEF/Neil Rackham Research Grant Award. Ryan received a B.S. in Aerospace Engineering and M.B.A. at Texas A&M University and a Ph.D. in Marketing from the University of Houston. Before entering academia and consulting, Ryan compiled over 10 years of experience in engineering, sales, and marketing.

Emily Watts
Student Coach

Cameron Rompal
Student Coach

Jacob Dean
Student Coach

Jackie Choumas
Student Coach

Please contact:

Kalyn McKittrick

Director of Marketing and Engagement 
k.mckittrick@tcu.edu
817-257-4689