Student Program Highlights Fall 2024

Sales Speed Networking

On the night before the Sales Career Fair, 70 students met and networked with 21 different companies over the course of this three-hour networking program in the Wehner lobby. Moving from table to table in a “speed dating” format, these students got to meet, chat, and connect with recruiters from a number of our partner companies.

Visiting Scholar

An Interview with Dr. Aline Lanzrath

Could you give me a brief overview of your academic background?

My name is Aline Lanzrath, and I am a researcher from the University of Mannheim, currently at Texas A&M’s Mays Business School as a Visiting Assistant Professor from September to December. I completed my PhD under the supervision of Professor Christian Homburg at the Chair of Business-to-Business Marketing, Sales, and Pricing at the University of Mannheim. My doctoral thesis focused on talent and diversity management in sales, with my work published in leading journals, such as the Journal of the Academy of Marketing Science (JAMS).

My academic background is originally in psychology, which I’ve drawn on to bridge the fields of psychology and marketing in my research, particularly within B2B contexts. I am especially interested in how marketing and sales strategies can tackle broader societal challenges by aligning business goals with social and environmental impact. Currently, I am working on multiple projects in this area with two projects under revision in one of the top three marketing journals and other projects to be submitted in major journals within the next months.

What led you to Texas A&M from Germany?

The main reason I came to Texas A&M was the opportunity to work with Professor Eli Jones. Not only is he one of the world’s leading scholars in sales, but he is also an incredibly inspiring mentor, both on a professional and personal level, whom I was eager to work with and learn from. Additionally, the Marketing Department at Mays Business School has recently brought together some of the most brilliant scholars in the field. So, when the opportunity to work with these scholars came up, I knew I had to take it no matter the effort involved, including managing my teaching and research responsibilities at the University of Mannheim while being here.

Beyond this, I’d describe myself as an open-minded and curious person who enjoys learning about new cultures and reflecting on how we approach research and teaching in different regions, like Europe and the United States I believe there’s still high but untapped potential for academics to exchange ideas more broadly on an international level – not only at conferences but in our daily work – so we can integrate the strengths of diverse academic traditions to continually enhance both our research and teaching practices on an international level.

What is the focus of your research and academic work while you are here?

My research project here focuses on bottom-up B2B sales, specifically exploring how end-users within organizations can influence corporate decision-making. Together with Eli Jones, we are examining when and how end-users advocate for adopting tools within their firm – such as software or specialized training – that they believe will add value to their work, ultimately pushing for corporate reimbursement or broader corporate adoption through license agreements. This process is something most professionals have likely experienced when trying to gain support for software, like Miro or Canva, or certain certifications within their firm.

Our study investigates what drives end-users to engage in this advocacy behavior and what determines its effectiveness. Specifically, we’re examining the situations in which B2B decision-makers are likely to be receptive to end-user needs, as well as when certain factors, such as product characteristics or organizational structures like governance policies, might limit end-user influences on corporate decision-making.

What were your expectations before arriving at Texas A&M, and how have those evolved since you started your research here?

My expectations for Texas A&M and the scholars I would work with were high, and I was not disappointed at any point. The faculty has been incredibly open and supportive, providing me with many inspirations for teaching and research. What surprised me, however, was College Station. To be honest, my expectations for the city were modest based on what I had seen online. However, I quickly discovered that College Station is a place you need to experience to fully appreciate its rich traditions and vibrant culture.

Experiencing the unique Aggie spirit firsthand has been both new and fascinating for me. The excitement of the football games, especially my first experience against LSU, along with traditions like Ring Days, has made a lasting impression. I’ve also appreciated how students manage to balance competitiveness with a spirit of friendliness, openness, and collaboration, creating an atmosphere that is truly inspiring. As such, College Station did not make me regret coming here.

Serving the Community

AggiesCall

This year, we have expanded the AggiesCALL program to include the Fall semester, enabling us to serve more local nonprofits with our call service. AggiesCALL brings together Aggie students to make phone calls on behalf of nonprofits. This service not only helps these organizations, but students also receive valuable professional communication training. Each 2-hour event includes phone training, an introduction to the nonprofit, and the time to make calls. Students can walk in with zero call experience and walk out with calling and gratitude communication training that they can add to their resume and make use of in their professional careers and personal lives. Check out our fall 2024 line up of nonprofits that we have been privileged to serve!

Nonprofits Served in Fall 2024

BEE Community – Providing meaningful work and a place of belonging for adults with intellectual and developmental disabilities.

Health For All – Providing free doctor visits, testing, education, and counseling services to low income patients in the Brazos Valley who do not have health insurance.

Long Way Home Adoptables – Saving animals regardless of age, health, or species.

Six Kittens Rescue – Nurturing orphaned and abandoned neonatal kittens, the most at-risk feline group.

The Theatre Company – Dedicated to changing lives in our community with the magic of live theatre.

United Way – Fighting for the health, education, and financial stability of every person in every community.

Institute Highlights

Current Student – Katelyn Brown ’26

Junior, Marketing Major

Mays Business School

How have you been involved with the Sales Leadership Institute?

This school year, I started my junior year knowing I was interested in sales, but was unsure of how to find opportunities to gain relevant sales related experience. Through my Professional Sales class, taught by Dr. Loring, I was informed about the Sales Leadership Institute. Instantly, my interest peaked and I decided to join one of the current organizations, Sales Club. Through this opportunity I have met kind, like-minded people who were invested in granting us exposure to a variety of potential sales roles and different experiences. The people have been an invaluable asset in answering any question I had to elevate me professionally as a student. I also learned about the potential to earn a distinction in sales and gain exposure to real world sales experience. I am currently on track to earn the distinction which fills me with excitement through going to career fairs, networking events, sales related zoom meetings, participating in AggiesCALL, sales competitions, etc. My most recent participation that was presented to students by the Reynolds and Reynolds Sales Leadership Institute was a Collegiate Sales Competition. Once I learned more about it, I knew I had to participate in this opportunity. This was my first ever experience in a business to business role play simulating what a post graduate job opportunity could be like. I was able to be pushed out of my comfort zone and to try something new, which ended up being one of the most rewarding experiences. This competition provided a highly supportive, yet competitive environment. As individuals we each had a desire to win, but also acknowledged the talent of our peers and wished success throughout the competition. Moreover, we received immediate feedback from a company representative as soon as we walked out the room and received more feedback later that night after the banquet. During the banquet, we were able to network with company representatives and celebrated the individuals that moved forward in the competition. I recognized that this Institute wanted to create a competitive, feedback driven environment that was tailored to the professional development of each student.

How has being involved changed your college experience and job preparedness?

I am able to reflect upon my experiences so far and see how far I have grown as a student. I have been able to take these experiences and use them to elevate myself in my classes, professionally present myself during career fairs/networking events, and throughout the internship processes. I’ve also been able to acknowledge and receive recognition for my strengths, even in areas where I previously doubted myself, while identifying weaknesses to work on for future situations. Additionally, I am excited about my goal of becoming a sales representative upon graduation. I have been filled with newfound confidence in my post-graduation plans and have become more self assured in my capabilities. The Reynolds and Reynolds Sales Leadership Institute has prepared me to thrive in a professional setting whether that is an upcoming internship or my first full time position. I am excited for the opportunities that will be presented to me throughout the rest of my time at A&M to grow as an individual. I have the Sales Leadership Institute to thank for this.

Former Student – Jake Harvell ’22

Job Title: Account Manager 2

Employer: Dell Technologies

What are you up to now?

I am currently working at Dell Technologies in Round Rock, Texas, as an Account Manager in our Medium Business segment.

Best memory of involvement with the Sales Leadership Institute?

My best memory would be serving Mays Business School and the Sales Leadership Institute as a Tour Guide, to sell prospective students on the school, university, and program, that sells itself! I was able to practice my both personal and professional pitch for the Sales Leadership Institute for those interested in my experience.

Best advice for current students?

I would recommend current students to put yourself out there by preparing and attending the Sales Career Fair and competing in role play events. These conversations and situations may be out of your comfort zone, but are crucial to the gaining the confidence to kickstart off your career. You will be ahead of your peers in your future roles by having applicable sales experience and gain networking skills that will benefit you for the rest of your life.

Friend – Tom Dailey ’91

Title: Director, US Greenfield

Employer: Amazon Web Services

Why do you give back?

I’ve wanted to give back for a long time and offer my time for a few reasons. First, I’ve always had a desire to help students who may not see sales as a profession understand the opportunity in front of them. When I did the role-play last year for the first time, I asked several really talented students after the role-play if they were going into sales and many of them said no. When asked why, they seemed apprehensive and scared. I replied that they were really talented and should consider that path. There’s so much talent in these cohorts!  Additionally, I have a deep feeling of loyalty to Texas A&M. I believe A&M helped me grow into who I am today. It’s an incredible university and I love that the Mays Business School is invested in helping students find a career that fits their desires and ambitions. Finally, it’s fun! It’s really great to see the students respond positively to the feedback during the role-playing.

What do you think about the programming provided by the Sales Leadership Institute?

I’ve really enjoyed the role-playing aspect of the program. To get better in sales, you must practice your craft, learning how to deal with stressful situations, and be able to respond thoughtfully, earning the trust of the customer in that moment. I was super excited when I learned about the national sales contest that the students enter. Sales is a highly competitive profession, and this is another example investing in the students’ future. The students are really invested in winning, and that’s awesome!

Stay in Touch

To stay up-to-date with the Reynolds and Reynolds Sales Leadership Institute, follow us on Instagram and check out our LinkedIn page. You can also email the Sales Leadership Institute for more information at sales@mays.tamu.edu.