Bob Kaiser, Jr
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.
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
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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