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Browse By Category: Strategy
JUNE 20, 2019

Can You Hear Me Now?

Recently, we had a group of about 20 sales managers on Purdue’s West Lafayette, IN campus for a program. On the second day of the program, the concept of listening came up. One of our presenters was a professor who taught counseling at the college level for many years, but now applies his experience toward helping sales managers develop their salespeople. He had been doing some work on the concept of listening—which is really the primary job of counselors—and we were discussing how research on listening might apply to the sales process.

APRIL 23, 2019

What's on your Electrician's Cart?

It’s fascinating that many organizations identify people as their significant competitive advantage. For example, customer-facing employees at Consolidated Electrical Distribution (CED) were able to substantially impact the work of their electrician customers by simply creating an 'electrician's cart.'

APRIL 10, 2019

Connecting Talent from First-Level to C-Suite

Dr. Keith Halperin says eighty-three percent of executives report that they do not have the right talent and capabilities to build upon their strategy.

MARCH 21, 2019

What Do Sales Managers Manage?

Dr. Scott Downey says there is a well-studied chain of events in business that shows the relationship between employee activities and company profits called the Service-Profit chain.

JANUARY 22, 2019

Trust in Business Relationships

Mati Mohammadi, a PhD student at Purdue University and graduate research assistant at Purdue's Center for Food and Agricultural Business, talks about the importance of trust in business relationships.

DECEMBER 7, 2018

Former CEO talks investing to grow

Craig Newman, recently retired CEO of AgReliant Genetics talks about why it's important to invest in professional growth.

OCTOBER 23, 2018

Grain contracts: disputes, asymmetry and reliance

During our Ph.D years, Dr. Giri and I had unconditionally assumed that most crop producers are production and market savvy. Due to the nature of our respective research projects at the time, we never really got involved with extension activities, which would have exposed us to ground realities. After getting his degree, Dr. Giri headed off to the University of Central Missouri to begin his work as an assistant professor and it was there that he had the opportunity of directly interacting with farmers.

JUNE 26, 2018

Top 5 reasons to attend the National Conference for Food and Agribusiness

There are a variety of rapid-fire changes happening in the food and agriculture industry, including generational shifts and consolidations in farm business and agribusiness. With these changes and the rise in e-commerce and digital purchases, do relationships still matter in today’s agribusiness marketplace?