Optimizing Sales Management: Knowledge, Coaching and Continuous Improvement Written by Dr. Scott Downey, Director and Professor Sales success hinges on a delicate balance of knowledge, strategy and execution, and sales managers are at the forefront of driving this...
Deciphering Online Shopping Behaviors of Generations Y and Z Reviewers Dr. Scott Downey and Masie Keshavarz Article Determining behavioural differences of Y and Z generational cohorts in online shopping by Durgesh Kumar Agrawal Source International Journal of Retail...
Unveiling the Sales Training Equation: A Strategic Guide for Maximizing ROI Reviewer Dr. Scott Downey Article New evaluation metric for measuring sales training effectiveness by Joon-Hee Oh and Wesley J. Johnston Source Journal of Business Research, Volume 156,...
Modern Chinese Management and Agribusiness Reviewer Dr. Luciano Thomé e Castro, International Adjunct Professor Article How Chinese Companies are Reinventing Management by Mark J. Greeven, Katherine Xin and George S. Yip Magazine Harvard Business Review China is one...
What if You Could Be 10% Better? Author: Dr. Scott Downey, Director and Professor, Purdue University Center for Food and Agricultural Business One of the cool things I get to do in my role as a professor today in sales and marketing is work with sales organizations...
The Value of Understanding Customer Profitability Author: Dr. Mark Manfredo, professor in the Morrison School of Agribusiness at Arizona State University As our competitive landscape shifts, it demands ag retailers sharpen their business acumen and hone their...
What We Want in Our Leaders Authors: Dr. Pete Hammett, Guest Lecturer, Purdue University; Owner, Hammett Consulting Amanda Elmore, Purdue University Alumna; 2016 Olympic Gold Medalist; Motivational Speaker; Program Coordinator, Lonza The volume of information defining...
A Sales Management Checklist Author: Dr. Scott Downey, Director and Professor I have written before about how management is a well-researched process that involves analysis, planning, execution and measurement. I have also pointed out how my discussions with sales...
Reviewer Dr. Pete Hammett, Visiting Professor Articles American Psychological Association: Monitor on Psychology, Your guide to mentoring – Everything you need to know to find and be a great mentor Center for Creative Leadership: Mentoring first-time managers – Proven...
Adapting our leadership styles to both expected and unexpected disruptions happening around us is nothing new to the agri-food industry. However, 2020 has cast a great web of uncertainty across businesses, the industry and the world. How might leaders adapt to such...
