Preparing for success in sales and beyond

In a world where everyone’s selling something, it pays to be the best. At OHIO’s Ralph and Luci Schey Sales Centre, students aren’t just learning sales; they’re mastering the art of making connections, closing deals and building careers that last. 

With a curriculum rooted in real-world application and leadership from top-ranked sales experts like Dr. Adam Rapp, academic director of the Schey, and O’Bleness Professor of Marketing Dr. Nick Panagopoulos, who were recently recognized by ScholarGPS, the Schey prepares students for success beyond graduation.

At the Schey, students dive into sales through experiences that mirror the challenges of the real world. Role-plays, sales competitions and projects with corporate partners give them the chance to practice what they learn in the classroom.

“It's all about helping students develop the skills they need to succeed in any sales environment,” Rapp said. 

These activities push students to think critically, ask the right questions and deliver value to potential clients.

Opportunities like the Global Consulting Program offer even more chances for students to apply their sales skills in diverse, cross-cultural settings, such as a study abroad trip to Belgium. Collaborations with other institutions like Auburn University also help students sharpen their recruiting and leadership abilities in a unique, hands-on way. 

Schey students benefit from both cutting-edge research and the practical applications of it. Professors like Rapp and Panagopoulos actively conduct research to keep the program relevant to today’s business landscape.

“I research how we can make sales organizations more effective, more efficient and more human.” Panagopoulos said.

His work focuses on supporting frontline sales professionals in high-stakes, business-to-business roles, giving students insights into the complex world of corporate sales.

Data and research don’t just shape what’s taught in the classroom; they also influence how students prepare for real-world challenges, from understanding the impact of AI to mastering analytics. 

“Talking to companies about what’s happening in their business and industry informs my research,” Rapp said. “It also helps me shape my curriculum because I’m always trying to update it to reflect what’s happening in the sales world today.”

Panagopoulos and Rapp’s expertise and leadership have not gone unnoticed by the academy. Both are designated Highly Ranked in the Sales Discipline by the international academic ranking website ScholarGPS, with OHIO ranked as #1 in sales in the past five years.

Rapp is ranked #9 (lifetime) and #3 in the last five years. Panagopoulos is ranked #12 (lifetime), which places both among the top .05% of all scholars in the field.

For students at the Schey, the road to career success starts early. From day one, students step into an environment focused on building skills that make them stand out in today’s competitive job market. 

Through resume workshops, mock interviews and personalized LinkedIn training, the Schey prepares students to put their best foot forward.

“Students get great experiences,” said Greg Scott, managing director at the Schey. “The leadership team and the people on those teams... come out of the program with unique experiences that other folks just don’t get.” 

This preparation shows at the program’s career fairs and networking events, where students connect directly with the Schey’s 45-plus corporate partners. These partnerships provide a launchpad for internships and jobs, allowing students to get professional experience before they even graduate. 

At the Schey, students gain an understanding that sets them apart in the competitive sales field. Through leadership roles and practical exercises, they develop confidence and essential skills. 

“What really makes the program work—our special sauce, if you will—is the students,” Scott said. “It's the quality of students, the structure of how we engage with them and, realistically, the responsibilities we provide to the students.”

Students at the Schey also learn to present themselves effectively. Zoe Geiss, a junior studying information graphics and philosophy, serves as director of advertising at the Schey; this role has been instrumental in building her portfolio and preparing her to enter the workforce.

“I feel confident in being able to tell them why I’m different from someone else,” Geiss said.

Geiss said her time at the Schey has enhanced her ability to communicate her strengths, something that’s invaluable when pursuing internships and jobs. These opportunities allow Schey students to build a competitive edge with communication, leadership and problem-solving skills that extend beyond the classroom. 

The Schey makes sure students are ready for what’s next—not just for today’s job market, but for the changes coming around the corner. Professors like Panagopoulos and Rapp bring emerging topics like AI, ethics and shifting buyer behaviors into the classroom to prepare students for an evolving industry.

Panagopoulos sees the role of salespeople only growing in importance. 

“Humans in business-to-business sales are going to be more important,” Panagopoulos said. “The role of a business-to-business salesperson is changing. It’s not being replaced.” 

He said students learn the importance of problem-solving and empathy, which are skills that technology can’t replicate.

Rapp also keeps students tuned into industry shifts by bringing his conversations with companies directly into the classroom. 

“Talking to companies about what’s happening in their industry helps me to find what my curriculum looks like,” he said.

At the Schey, students don’t just learn today’s sales tactics; they build the skills they’ll need to tackle tomorrow’s challenges. 

The Schey isn’t just for business-related majors or students planning a career in sales. It’s a program built to help every student gain the skills they need to succeed in any field. 

“I want every single undergraduate student to apply to the Schey,” Scott said. “Why? Because at minimum, they get the interview experience... they get to interview with a corporate partner and a student leader, and they get feedback—whether they got in or didn’t, we want to make them better. So, it’s zero downside risk and all upside,”

Whether through career fairs, workshops or networking events, the Schey provides access to tools that prepare students for professional life. Even students who may not see themselves in a traditional sales role benefit from learning how to communicate, network and build their personal brand.

“What I tell people is, look, every organization has a selling function,” Scott said. “In government, we call it politics... in nonprofits, it’s donor relations... in business, we call it sales. But to be clear, all of those areas: it’s all sales.” 

With the Schey’s support, students head into the job market with the kind of polish and preparation that sets them apart from the rest.