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University of Central Oklahoma


I am utilizing my 37 year career in sales and sales management to build career specific skill sets for sales students in the major and minor degree programs at UCO. The skill training includes SPIN methodology in need identification, effectively resolving objections, methods in closing the sale, the four step sales process, building rapport, prospecting, identifying and responding to behavior styles in customers. Internships and working sales jobs allow the students to practice what is being taught in the classroom and video lab

Students graduating with a degree in sales from UCO are well equipped to enter a sales force as a beginning sales person.

Classes Taught

Professional Sales

Advanced Professional Sales

Practicum in Selling

Education and Certifications

B.B.A. in management and accounting, Central State University, 1972

M.B.A., University of Central Oklahoma, 2005


Owner, Latham's Man's Shop, 1972 - 1980

Vice President, SSI Technologies, 1981 - 2000

Western US Sales Manager, Arthur Blank Plastics Card Co, 2000 - 2002

Sales Manager, Dale Rogers Training Center, 2002 - 2004

Sales Manager, Fentress Oil Co, 2004 - 2006

National Sales Manager, Liquecolor Manufacturing, 2006 -2009

Chairman, Professional Sales Program, UCO, 2009 - present

Honors and Awards

Outstanding Greek Man, Central State University, 1971

Outstanding Senior Man, Central State University, 1972

Outstanding Salesman, SSI Technologies, 1995

Outstanding MBA student, University of Central Oklahoma, 2004

Vanderford Distinguished Teaching Award, University of Central Oklahoma, 2014


Teaching Philosophy

My goal and philosophy is to combine real world experience with academic education, which will prepare the student for the real world experience.  I am teaching skill sets that will be necessary to succeed in the world of selling, giving the student an advantage over other sales people in interviewing, and obtaining a career opportunity. 

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