Message From the Dean

I have a confession to make – I’m not that good at sales. How many times have you heard that statement from a friend, colleague, or professional in your industry? In my case, I actually have the data – and a small sum of money – from selling books door-todoor in Hope, Arkansas, between my freshman and sophomore year of college. I was humbled by that summer but learned and cultivated valuable truths about sales that have stayed with me to this day.

The most fundamental truth is that we are always selling something. This report in your hands is our selling you on the value that the Berman Center for Professional Sales provides to our students, College, and University. You are going to read about the generous gifts that Louis and Maribeth Berman gave to start the Center, the number of students the Center has supported, and the global impact we have achieved in just a few short years.

Additionally, selling a product or service requires you to not only understand the market demand, be able to communicate that value to your customer, but also to act as a continuous improvement loop with those customers, ensuring a valuable relationship well into the future. As our Executive Director, Dr. Lee Allison notes, “Selling is a profound act of service.”

Finally, the financial planning of a firm is based on the sales forecast; and sales generate the firm’s top line, ensuring a healthy bottom line. As one of my graduate professors preached on the value of cash-flow, “…you can’t take net Income to the bank.” What function of the firm has a greater impact on the ability to grow the business?

Given these truths, I’m proud to sell you on the Berman Center for Professional Sales. With our Sales Minor, my goal would be for all EKU students to earn that Minor. The next generation of leaders, innovators, entrepreneurs, scientists, and teachers will come from across the university; and every one of them can benefit from understanding sales and understanding these truths.

Many thanks to Louis and Maribeth Berman, Dr. Allison, Professor Gogol, our students, faculty, donors, advisors, and alumni, who play a critical role in the success of this Center.

Dr. Thomas M. Martin Dean EKU College of Business