Professional Sales Meets Civil Rights

Tim Border, professor of professional sales, teaches WSU students the essentials for success, including selling techniques, contract negotiation and, more recently, civil rights.

While visiting Georgia for the National Collegiate Sales Competition each spring, he takes students on tours of sites connected to Martin Luther King Jr.’s legacy.

Border answered Wildcat’s questions about the tours and how they connect to sales.

How did these tours begin?

In 2011, I accepted the role as a WSU sales coach and took a group of students to Atlanta for the National Collegiate Sales Competition at Kennesaw State University. Before we returned, I called a long-time friend, Charles Harris, who lives in Atlanta and asked him if he would give my students a personal tour of the King memorial and the historic district, including The King Center. Charles was a personal friend of Dr. King who had marched with him on the bridge in Selma and spent time with him as a student and Alpha Phi Alpha fraternity brother. Because of his rich knowledge of civil rights and Black history, I felt like it would be good for my students to meet Charles to learn from his stories and knowledge. We have competed in the NCSC every year since, and each trip includes the Dr. King tour and the Charles Harris history lesson.

What do civil rights have to do with professional sales?

Understanding the significance of civil rights, race relations and why it’s important to know the history of where we have come from and where we want to go in the future when it comes to respect and inclusion has everything to do with professional sales in business. Segregation and discrimination have had a negative impact in U.S. history and U.S. business. Hurting people hurts the economy and limits us as a democracy. Involving all people and respecting and honoring them for who they are creates a synergistic power in business relationships and economic strength worldwide.

What are the stops on the tour?

After we compete, we visit The Martin Luther King Jr. Historic District, which includes Dr. and Mrs. King’s memorial crypt, the Eternal Flame, a museum dedicated to Dr. King, a stylized ‘Freedom Road,’ Dr. King’s birth home and the Ebenezer Baptist Church. At each of these stops, Charles gives personal accounts of history and Dr. King’s life. He also shares insights on how we need to treat each other today and stand up for treating people with respect.

Can you share a fun memory from the trips?

One year, Charles invited all the students to his home for a home-cooked Southern meal, and, after the meal, my students were able to see many artifacts and pictures of Dr. King. We listened to personal recordings of Dr. King and Charles would later elaborate on his teachings.

What do you hope students learn?

The main objective I have as a professional sales professor is to expose my students to rich learning experiences. Professional sales students aspire to be trusted influencers. Dr. King was the quintessential influencer, and I want my students to study the character, skills, methods and principles Dr. King embraced. The things Dr. King advocated for 60 years ago are still relevant today, and it’s important for my students to learn, remember and appreciate.