A partnership between Susquehanna University’s radio station, WQSU, and professional sales students has resulted in real-world sales experience and a greater appreciation for the opportunities available in the community.
For a second straight year, students in Michele Welliver’s professional sales class have augmented the radio station’s underwriting efforts by securing local business sponsors. Over the spring 2026 semester, they have raised more than $4,000 to support student programming.
“The underwriting secured by these students plays a vital role in sustaining our station’s mission,” said Dawn Benfer, WQSU’s general manager. “We’re thankful not only for the financial support, but for the energy and professionalism they bring as ambassadors for the university and public media.”
Students began their work by mapping out sales territories and developing call plans, including sample phone and email scripts, before hitting the phone lines and the pavement to talk with and visit local business owners.
“This experience has been really unique in that we’ve had to go out into the community and work with business owners who have their own unique needs and budgets,” said Julia Pinckert ’26, a management major with minors in professional sales and economics from Branchburg, New Jersey.
Through their work, students honed their sales skills and discovered opportunities within the community — from a coffee shop in Sunbury to a med spa just outside of Selinsgrove.
By working with real clients and real situations, they develop adaptability, strategic thinking and the interpersonal skills they need to succeed in a sales role.
Michele Welliver, department head and associate professor of communications
“I found that businesses are willing to listen to us and want to help students,” said Charlie Jones ’26, an advertising & public relations major with a minor in professional sales from Summit, New Jersey. “It becomes our responsibility to present them with an opportunity that supports their business goals.”
Susquehanna debuted its professional sales minor in 2020, followed by the launch of the major in 2024. The interdisciplinary program, which is led by Welliver, department head and associate professor of communications, is offered by the Department of Communications and the Sigmund Weis School of Business.
“When students step into real sales environments, something clicks. They’re no longer just learning concepts,” Welliver said. “By working with real clients and real situations, they develop adaptability, strategic thinking and the interpersonal skills they need to succeed in a sales role.”
Since wrapping up the WQSU campaign, Jones has accepted a full-time position in sales with Dell Technologies in Nashville, Tennessee. James Merklinger ’26, the class’s lead seller and a management major with a minor in professional sales from Bangor, Pennsylvania, has landed a position with The Hershey Company, also in sales.
Additional seniors who also have landed sales jobs in advance of their graduation are Matt Sano, a finance major with a minor in professional sales from Downingtown, Pennsylvania, as an internal wholesaler at Pacer ETFs; and Dawson Harper, a management major with a minor in professional sales from Mifflintown, Pennsylvania, as a team lead at Tractor Supply Company.
PHOTO CAPTION: Seated from left are Miranda Schmidt ’27; Talea Wise ’27; and Delaney Castagna ’26. Standing from left are Dawn Benfer, general manager of WQSU; Dawson Harper ’26; Julia Pinckert ’26; Ryan Sullivan ’27; James Merklinger ’26; Kelsey Burrows ’26; Michele Welliver, department head and associate professor of communications; Matt Sano ’26; Eden Savoy ’27, WQSU program director; and Charlie Jones ’27.
