ÂÜÀòÉç¹ÙÍø

Personal Selling & Sales Management

Introduction

Online PhD Seminar offered by the Institute for the Study of Business Markets; Deadline 19 Oct 2022

INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: Events

Author: Lori Nicolini

IPSS Course Registration Open for Fall 2022

The Institute for the Study of Business Markets Offers Online PhD Seminar

One course will be offered this semester:

()

Personal Selling & Sales ManagementÌýwill be taught by Professor Michael Ahearne, Professor of Marketing and C.T. Bauer Chair in Marketing, University of Houston. He is also the Research Director of the Stagner Sales Excellence Institute.

This seminar will focus on academic research related to improving sales force performance.Ìý We will examine research using a variety of approaches including analytic models, empirical models, surveys, and lab/field experiments.Ìý We will investigate both published research as well as working papers by top scholars in the field.Ìý Many of these top scholars will join our sessions to discuss their working papers with the class. The seminar will be broken into 8 sessions covering research in each of the six categories below:

  • Sales Strategy (i.e., macro-level research examining effects across sales organization)
  • Sales Force Design (i.e., structure, alignment, sizing, territory design)
  • Customer Engagement (i.e., buyer seller relationships, targeting, sales process)
  • People & Skills (i.e., selection/hiring, training, leadership, performance management)
  • Motivation (i.e., culture, incentives, metrics, goals)
  • Sales Operations (i.e., CRM, analytics)

FormatÌý

  • Typical session structure will be as follows:
  • 20-30 minutes:Ìý Instructor (and/or guest scholar) will introduce area
  • 60 minutes: Critique/discussion of 2-3 readings lead by assigned students
  • 20-30 minutes: Instructor will summarize key findings discuss future areas for research
  • The seminar will begin on October 24, 2022

This seminar will be taught on Mondays from 11:00AM – 1:00PM ET beginning on October 24, 2022

Registrations and application materials should be received byÌýWednesday, October 19, 2022. ÌýPlease follow the Admission Procedure at

Interested participants may register for this seminar at

.

Any questions can be emailed to LNicolini@psu.edu