NSU Horizons Fall 2010

Academic Notes It’s the lifeblood of any business, and now NSU’s H. Wayne Huizenga School of Business and Entrepreneurship is making sales a core part of its training and curriculum. The emphasis on sales is the result of feedback from more than 30 Florida businesses. The Huizenga School executives wanted to determine what education and skills the companies desire from their employees that is currently lacking. When it became clear that sales training was an area of need, the Huizenga School moved quickly to fill the void. In August, the state-of-the-art Sales Institute opened on the third floor of the Carl DeSantis Building. The 8,200-square- foot institute features a grand room for events, conference rooms, six interview rooms for corporate recruiting, and 16 mock sales presentation rooms, all of which have video- recording capabilities so presentations can be reviewed. Several rooms also include video- conferencing technology. “On the day it opened, The Sales Institute became one of the finest sales training facilities in the country,” said Michael Fields, Ph.D., dean of the Huizenga School. “The resources are in place to give our students every advantage in learning sales techniques, and we’ve added a top-rate faculty to teach them.” To provide sales management materials for courses, the Huizenga School has partnered with Sandler Training, which has been ranked number one for training programs 10 times in Entrepreneur Magazine ’s Franchise 500. A new bachelor’s degree in business administration was added and includes four required sales courses. Other additions to the Huizenga School curricu- lum include an undergraduate minor in sales, sales concentrations in the Master of Business Administration program, and certificate programs. “The skills learned in our sales classes will help our students in whatever field they enter, whether it’s to sell a product to a consumer or sell an idea to corporate executives,” said Fields. “This training will help differentiate them in the job market.” n 3 horizons In the middle of the Iraqi war, 12 physicians used Nova Southeastern University’s communications technology to learn how to perform cardio- pulmonary resuscitation (CPR) and other lifesaving skills on children. The university, in partnership with health care providers from the University of California—Los Angeles (UCLA) and the International Medical Corps (IMC), conducted a three-day, live broadcast training from NSU’s main campus. The training was televised in real time to a dozen Iraqi pediatricians, surgeons, anesthesiologists, and emergency medicine physicians at an undisclosed location in the Iraqi capital. The training provided the Iraqi doctors with the first American Heart Association (AHA)-certified Pediatric Advanced Life Support (PALS) course using video technology. During the training, two IMC and UCLA physicians were in the same room with their Iraqi counterparts to provide hands-on skills training. Kevin Nugent, director of Emergency Medical Services education and training at NSU’s College of Osteopathic Medicine, and Deborah Mul- ligan, M.D., director of NSU’s Institute for Child Health Policy, coordi- nated the training. “There are thousands of Iraqi children suffering from cardiac arrests and respiratory problems that need physicians with the skills to treat them,” said Nugent. After passing the course, the physicians received a PALS certification card issued by the AHA-approved training center at NSU. Mulligan said training doctors in the PALS course is defining new ways that emergency care training can be offered to health care profession- als in hard-to-reach communities, such as in rural areas of the United States and Afghanistan. “In these desperate circumstances, quick response is often the difference between life and death,” said Mulligan. n NSU Technology Delivers Medical Training to War Zone Doctors Huizenga School Makes a Pitch for Sales Ross Donaldson, M.D., demonstrates training to physicians in Bagdad while NSU doctors coach from the screen.