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Meet the AggiesAggie TraditionsCore ValuesAt-a-GlanceMays Business SchoolReynolds and ReynoldsSALES LEADERSHIP INSTITUTEServing StudentsServing IndustryServing AcademiaServing the CommunityFaculty & Staff of the SALESLEADERSHIP INSTITUTECONTENTS0506080910141726373943

Texas A&M University opened its doors in 1876 as thestate's first public institution of higher education. Today,we stand as a research-intensive flagship universitydedicated to sending Aggie leaders out into the worldprepared to take on the challenges of tomorrow.Located in the heart of the Houston-Dallas-Austin triangleand within a two-hour drive of 26 million of the state’s 28million residents, Texas A&M's main campus in CollegeStation is home to more than 69,000 students. With 133 undergraduate degree programs, 175 master'sdegree programs, 92 doctoral degree programs and 5first professional degrees as options for study, Texas A&Mis full of possibilities.www.tamu.eduFrom inception as a land-grant institution to theadditional sea-grant and space-grant designations, TexasA&M University has led by example for over a century.Our aim is to set the standard as the world-classuniversity of the future by combining knowledge,research, and innovation to create solutions that fewinstitutions have the depth and breadth to achieve.Set foot on our campus and you will immediatelyexperience the unique culture of Aggieland. Fromfriendly, "howdy" greetings to long-lasting cherishedtraditions and commitment to honor and respect, it is aplace like no other. Reaching beyond our campus, thelegacy of Texas A&M continues in the Aggie Network, aformidable worldwide recognition Aggies by other Aggies.Recognizing an Aggie ring is all at is needed to make aconnection and vouch for their character. MEET THE TEXAS A&M AGGIES05

“Howdy” is the official greeting of Texas A&M. Students greetingone another — and especially campus visitors — with a “howdy”has earned the university a reputation as the friendliest campusin the world. The origins of this tradition are unknown, but it isone that Aggies proudly continue.HOWDY"Former student" is the term for an individual who is no longer aTexas A&M student. This term dates back to the university's earlydays, when many students would attend school long enough togain necessary training and education but would not alwaysgraduate. Regardless of the length of time spent on campus, thedevotion of these Aggies to Texas A&M remained strong."Alumnus" is an acceptable term for graduates; however, "ex-Aggie" is not. Aggies strongly believe that "once an Aggie, alwaysan Aggie!"FORMER STUDENTGIG 'EMAggies often flash a thumbs-up and say “Gig ’em!” The phraseand gesture are a universal sign of approval for Aggies andidentify an Aggie or an Aggie fan. Usually done with the righthand, the Gig ‘em sign also showcases the Aggie Ring, which istraditionally worn on that hand. But even more than that, Gig‘emsignals optimism, determination, loyalty, and the Aggie Spirit.

THE BIG EVENTThe largest one-day student-run service project in thenation. Each spring, more than 22,000 Texas A&Mstudents come together to say “thank you” to theresidents of Bryan-College Station for supporting andhosting them while they attend the university. Aggievolunteers complete about 2,500 community service jobsto create, as they say, “one big day, one big thanks, andone Big Event.” FISH CAMPSILVER TAPS & MUSTERCurrent Texas A&M students who pass away are honoredthe month following their death at a solemn Silver Tapsceremony on campus; Texas A&M is the only university inthe world to honor its students in this way.Each April 21st Annual Muster ceremonies are held aroundthe globe. Aggies gather to say a "Roll Call for the Absent”and commemorate the passing of fellow Aggies. As eachname is called, a family member or friend will answer “Here”to show that the Aggie is present in spirit. Texas A&M freshmen (i.e. "fish") are welcomed to theuniversity at Fish Camp, a four day orientation programled by students. At Fish Camp, freshmen are givenopportunities to learn Aggie traditions, make friends andlearn more about life at Texas A&M. CODE OF HONORAn Aggie does not lie, cheat or steal, or tolerate thosewho do. The Aggie Code of Honor unifies all Aggiesunder a high code of personal ethics. For most, livingunder this code will be no problem, as it asks nothing of aperson that is beyond reason. It calls for honesty andintegrity, characteristics that Aggies have alwaysexemplified.AGGIE RINGOne of the greatest moments in an Aggie's journey is theday he or she receives an Aggie Ring. As the most visiblesign of the Aggie Network, the Aggie Ring is a uniquerepresentation of achievement, as it can only be orderedwhen an Aggie completes specific academic requirements.12TH MANStanding to show support for their team and readiness tostep in and serve, the Texas A&M student body is collectivelyknown as the 12th Man. This term honors the spirit ofservice and commitment Aggies have to each other.07

AT TEXAS A&M UNIVERSITY, EVERYTHING WE DO ISGUIDED BY OUR CORE VALUES

TEXAS A&M AT-A-GLANCEDEMOGRAPHICS - 2023 DATARANKINGSTexas A&M isThe only public university in Texas named a bestbuy for providing a superior education at anaffordable cost - Fiske Guide to Colleges, 2021#1 in the U.S. for most graduates serving as CEOsof Fortune 500 companies - Fortune, 2019#1 in the U.S. for number of public studentsstudying abroad - Institute of InternationalEducation, 20218th in the Nation, 5th among Public Universities In"Best College for Business Majors" and "BestCollege for Engineering Majors" - Money's BestPublic Colleges Report, 2020#1 university in the state - The Wall Street Journal,2023Aggies are 47% female and 53% male50% White; 23% Hispanic; 11% Asian; and 3% Black 16% First-generation college student85% Texans; 7% out-of-state; 8% internationalstudentsFor citations and an up-to-date view of Texas A&M'sdemographics, visit: tx.ag/Demographics09

It is our vision toprepare leaders who will advance theworld's prosperity.STUDENT ENROLLMENTFall 2023Undergraduate - 5,198Business Minors - 2634Business Honors - 368Masters - 996MBA - 231PhD - 59

MAYS BUSINESS SCHOOL PROGRAMS OF STUDYFlex Online Programs AvailableMaster of Financial ManagementMaster of Real EstateMS AccountingMS AnalyticsMS BusinessMS Entrepreneurial LeadershipMS FinanceMS Human Resource ManagementMS Management Information SystemsMS MarketingMS Quantitative FinanceMS Supply Chain and AnalyticsProfessional Program in Accounting (PPA)MASTERS PROGRAMSUNDERGRADUATE MAJORSBBA AccountingBBA Business HonorsBBA FinanceBBA ManagementBBA Management Information SystemsBBA MarketingBBA Supply Chain ManagementBS Business AdministrationMBA PROGRAMSExecutive MBAFlex Online MBAFull-Time MBAMBA + M.S. AnalyticsProfessional MBAPH.D. PROGRAMSAccountingFinanceManagementMarketingOperations and SupplyChain Management11TOP 10Best College for Business MajorsMoney Magazine 2020

At Texas A&M, Centers are charged with serving atthe college level, and Institutes are charged withserving across the university. Mays Business School has a full slate of Centers andInstitutes that encompass a wide range of arededicated to addressing a wide variety of challengesand opportunities.Reynolds and Reynolds SALES LEADERSHIP INSTITUTEAdam C. Sinn ‘00 Center for Investment ManagementCenter for Executive DevelopmentCenter for Human Resource ManagementCenter for International Business StudiesCenter for Retailing StudiesMcFerrin Center for EntrepreneurshipCENTERS & INSTITUTES

EXECUTIVE EDUCATIONThe Mays Business School Center for ExecutiveDevelopment partners with organizations to design anddeliver custom, innovative executive educationexperiences that transform lives and businesses. Programs are led by experts from Mays Business Schooland a global network of educators, and can be deliveredworldwide in face-to-face, hybrid, and virtual settings.13STUDENT EXPERIENCEMays Students have many opportunities to gainleadership experience in their time on campus throughorganizations like Business Student Council, FreshmanLeadership Organization, or program-specific groupssuch as the Sales Club.Students have extensive opportunities for internships,externships, and study abroad programs. In addition,Mays works closely with industry partners to providestudents with networking and role-play experienceswhich prepare them for their roles after graduation andalso help them decide for what roles they are bestsuited. At graduation, 76% of students have either a jobor are pursuing further education.

WHO WE AREThe Reynolds and Reynolds SALES LEADERSHIPINSTITUTE creates educational and experientialopportunities for students to learn and practicecommunication, problem-solving, critical thinking,and relationship-building skills, which areimportant skills for life.As an Institute we seek to collaborate and serveTexas A&M University with programs for students,industry, academia, and the local community.

WHO WE SERVESTUDENTSINDUSTRYACADEMIACOMMUNITY15

STUDENTSThe Reynolds and Reynolds SALES LEADERSHIP INSTITUTE,at its core, serves students. As an institute, we are chargedwith serving not only students in our home college--MaysBusiness School--but students across the scope of TexasA&M University.With a mindset of service and a team dedicated to growth,we are constantly adding to our slate of offerings andimproving upon current programs in order to maximizetheir impact.Serving Students17

STUDENTSSales ClassesBecause sales skills are skills for life, all marketing majors takea Professional Selling class. For students who choose the topursue a concentration in sales, sales-specific electivesinclude:Advanced SellingSales LeadershipManaging B2B RelationshipsSales AnalyticsScholarshipsThanks to the generosity of our friends and sponsors, we offera number of scholarships for sales students that include:Sewell Scholars Program (6-8 students)Reynolds & Reynolds ScholarshipMrs. Fern Jones and Dr. Eli Jones ‘82 ScholarshipDr. Charles M. Futrell ScholarshipJo and David Hendrick ‘85 ScholarshipTed Totah ‘80 ScholarshipJackson Comer ‘24 Sales Scholarship

19Professional Distinction in SalesA point-based incentive system designed to build resumes throughgaining experience, developing skills, and building a professionalnetwork. Point opportunities include participating in competition events, beinga member of the sales team, being active in the Sales Club, attendingcareer fairs, completing internship and externship experiences,learning through doing at etiquette dinners, and more.At the end of each academic year, the Sales Cupis awarded to the individual who has earned themost points in the Distinction program.

STUDENTSSales ClubSales Club is a student organization focused on providingsocial, philanthropic, and networking opportunities forstudents interested in sales.Sales Club meets twice a month and operates with twocommittees. The events committee is responsible forplanning and executing a sales leadership conference eachspring semester. The philanthropy committee isresponsible for the relationship between the Sales Cluband Big Brothers Big Sisters.Meetings are structured with a blend of socializing, teambuilding, hands on learning, and planning for events andphilanthropy opportunities. Sales Club is open to ANYstudent who is currently enrolled within the Texas A&MUniversity System.

Collegiate Sales TeamThe Collegiate Sales Team is the national competition teamcomprised of students and coaches from across Texas A&MUniversity. This group competes in virtual challenges as wellas in-person competitions across the country.Collegiate Sales CompetitionThis annual university-wide roleplay competition allowsstudents the opportunity to put their skills into action anddemonstrate to faculty and corporate sponsors how theyperform in a simulated sales environment. This competition is divided into three rounds with networkingopportunities for students and industry partners.Students who participate in the Sales Team and the SalesCompetition boost their skills through these experientiallearning opportunities. 21

Sell Your Story We partner with the Freshman Business Initiative at MaysBusiness School (BUSN 101) to offer underclass studentsthe opportunity to create and practice their elevator pitchin a low-stakes environment. Friends of the SALES LEADERSHIP INSTITUTE as well asupper-class students provide feedback and coaching. Freshmen gain experience and personalized feedback ondeveloping their professional introductions so they caneffectively communicate their story to future prospectiveemployers.STUDENTS

Mays Business School has partnered with Texas A&MAthletics to create a program to help student-athletesdifferentiate themselves and leverage their innate abilities forsuccess in business. AmplifyU offers courses on professionaland leadership development as well as a tremendousnetwork of former athletes and business leaders.Student-Athletes participate in our 4-day intensive programsdesigned specifically with the student-athlete in mind. Theprograms are active and include opportunities to apply whatyou learn through competitions, etiquette events, networkingmixers, and perspective sessions with former athletes andindustry representatives. AmplifyU23

Sales+Analytics Immersion Two-week boot camp for Aggie engineering studentssponsored by industry partners who actively participate in theprogram's teaching, networking, and competition events.This program is for engineering students who are consideringa career in sales or consulting. This program teaches:Customer ValueMarket SegmentationStrategic QuestioningBusiness ConsultingApplying Selling Strengths Problem Solving Framework Lead Generation Buyer StylesSelf-Awareness Sales Technology Business Acumen Analytics & MetricsSTUDENTS

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Sales Career FairsSpeed NetworkingTexas A&M Collegiate Sales CompetitionSolving World ProblemsExecutive and Continuing EducationCorporate PartnershipsClassroom EngagementProgram SponsorshipsBundled OpportunitiesThe Reynolds and Reynolds SALES LEADERSHIP INSTITUTEserves the industry by providing opportunities forcompanies to engage with students, build brandawareness, and have an impact on the training and shapingof the workforce. Opportunities for companies include:INDUSTRY

Sales Career FairsHeld in Fall and Spring SemestersOnly Career Fairs on campus specific to sales rolesPaired with a speed networking event Open to students and former students of any majoracross campusScan the QR code to learn more about our upcomingSales Career Fair:27tx.ag/SalesCF

Texas A&M Collegiate Sales CompetitionThe Collegiate Sales Competition is a roleplay competitionthat provides students the opportunity to learn about thesales profession while practicing the principles of personalselling. The competition uses a case-based situation where thestudents present a value-based business solution to theclient's problem during a simulated sales call. Top performersprogress through three rounds and the top four competitorswin cash awards.The competition also provides intensive industry-studentnetwork-building opportunities during the two-day event.Various levels of sponsorship and involvement are available.INDUSTRY

Corporate PartnershipsThe Reynolds and Reynolds SALES LEADERSHIP INSTITUTErecognizes that each company has unique recruiting needs.Therefore, we take a consultative and strategic approach topartnering your company with our sales students. The sales students at Texas A&M University are unique asthey embrace the six Core Values that make Texas A&Mstudents unique: Excellence, Integrity, Respect, Leadership,Loyalty, and Selfless Service.Corporate Partners commit to providing representation onthe Institute's Advisory Board, participating in recruitingevents, and making several visits to campus and classes eachyear. In return, Partners experience increased studentengagement, company prominence and brand recognition,and opportunities to impact the training of the futureworkforce.29

Program SponsorshipsProgram Sponsorship allows companies, organizations, andindividuals the opportunity to engage with students enrolled inspecific programs. Sponsor Benefits Include:Packages are customized to meet a company's needs andinterestsOpportunity to impact student educationGain brand recognition with a range of studentsAccelerated access to participant resumes and recruitmentNetwork with students who self-select into the programINDUSTRY

CORPORATE PARTNERS31

RECENT PROGRAM SPONSORS

INDUSTRYExecutive EducationThe Reynolds and Reynolds SALES LEADERSHIP INSTITUTEoffers holistic and customized executive developmentprograms for sales organizations. Our experienced faculty members deliver high-impactprograms and incorporate a variety of teaching methods andcomponents to enhance the experiential learning of allparticipants.33

Continuing EducationFor individuals looking to enhance their skill set in orderto boost their careers, the Reynolds and Reynolds SALESLEADERSHIP INSTITUTE has partnered with Pathstream, aleader in providing online career-building certificateprograms for entry- and mid-level professionals. Theseprofessional development certificate offerings are co-branded with industry leaders. Current certificate offerings and industry partnersinclude:Project Management - AsanaDigital Marketing - FacebookData Analytics - TableauSalesforce Administrator - Salesforce INDUSTRY

Sales EducationAt the SALES LEADERSHIP INSTITUTE, we believe thatsales skills are skills for life, and we want to help allstudents develop successful skills for executing the salesprocess. Discover our free 15-25 minute online moduleswhere you can learn about and practice sales processskills like the idea pitch, the elevator pitch, andimpromptu speaking, all with instructional input fromMays professors. Current Mini Module offerings include:How to Craft an Elevator PitchHow to Craft an Idea PitchImpromptu SpeakingCritical Thinking and Problem-SolvingSelf-Awareness35

ACADEMIAThe Reynolds and Reynolds SALES LEADERSHIP INSTITUTE is committedto advancing sales leadership knowledge and insights across industries. We do this through:A Research Priorities Document that categorizes the focus for SalesResearch into four main topic areas.Research in Action - a curated collection of current and upcomingresearch that addresses our Research PrioritiesStrong Sales Research TeamResearch Advisory BoardAffiliated Researcher NetworkFrequently sponsor and contribute to sales-related conferencesEstablishment of AMA's Eli Jones Article Award for Long-Term Impactin Sales ResearchActive Membership in Sales Education Foundation and UniversitySales Center Alliance37

COMMUNITYSelfless Service is a core value inherent in all aspectsof life for Aggies. The Reynolds and Reynolds SALES LEADERSHIPINSTITUTE serves the community in many waysincluding:AggiesCALLStep Into BusinessSales Club PhilanthropyServing the Community39

COMMUNITYAggiesCALLAggiesCALL was created to serve local nonprofits in theBrazos Valley while providing students with valuable trainingand call center experience. Volunteer students complete an interactive training courseto learn call etiquette, confidentiality policies, and to learnabout the organization for whom they are calling.Once trained, volunteers call to thank donors, promoteevents, and even ask for donations and support.AggiesCALL has supported over a dozen non-profitorganizations in the Brazos Valley.

Step Into BusinessYouth Education project of the Reynolds and Reynolds SALESLEADERSHIP INSTITUTE Serves middle and high school students and other youtheducation programs by providing business educationcurriculum content.Online modules include instruction, activities, andassessment for topics such as marketing insights,finance, communication, and problem-solving.Current Sales students share their experiences andexpertise with local students through classroompresentations. 41

COMMUNITYSales Club PhilanthropyThe Texas A&M Sales Club has partnered with Big Brothers BigSisters of the Brazos Valley in hosting the first-ever Littles in SalesProgram. In this program, Sales Club members teach and mentor studentsages 12 to 16 from area schools. The four-meeting series includes asales overview, the importance of marketing in sales, how to sellyourself in a job interview, and a sales competition. The sales competition is a mock job interview where students aregiven the opportunity to speak on the strengths and tools that theyhave learned throughout this process. In the end, the winningstudents receive cash prizes.This experience is not only rewarding for the "little" participants, butalso it allows the "big" participants to develop as leaders andmentors.

Huanhuan Shi, PhDResearch DirectorDon LewisExecutive ProfessorJanet Parish, PhDDirectorAndrew Loring, PhDAssociate DirectorEli Jones, PhDStrategic AdvisorNaomi RockholdProgram ManagerJohnna MeltonProgram ManagerDe'Ambra HarmonProgram CoordinatorTaylor HaynesProgram CoordinatorFACULTY & STAFF OF THE SALES LEADERSHIP INSTITUTE43

@TAMUSales @SalesTAMUtx.ag/RRSalessales@mays.tamu.eduCONNECT WITH US Visit our website:44mays.tamu.edu/sales