Filter by Category: Sales.
May 18, 2021
Restarting Your Business Author: Dr. Scott Downey, Director and Professor As salespeople, we thrive on building relationships, expanding our network, interacting with our customers and growing our business. I don’t want to say it’s the thrill of the chase, because I...
Mar 10, 2021
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...
Jun 25, 2020
Author: Dr. Scott Downey, Director and Professor On the show The Jetsons, George Jetson worked for a company called Spacely Space Sprockets as (what the internet says) a digital index operator. Although this dates me — especially since some of you reading this cannot...
Jun 19, 2020
Authors: Dr. Luciano Thome e Castro, International Adjunct Professor Dr. Scott Downey, Director and Professor Dr. Michael Boehlje, Distinguished Professor Emeritus The possibility of having a sizable online channel for selling or buying ag inputs has been under...
Jun 17, 2020
Reviewer Dr. Luciano Castro, International Adjunct Professor Article Digitization Capability and the Digitalization of Business Models in Business-to-business Firms: Past, Present, and Future by Thomas Ritter and Carsten Lund Pedersen Journal Journal of Industrial...
Mar 17, 2020
Article Challenger Marketing by Weng Marc Lim Journal Industrial Marketing Management, 2020. Vol. 84, 342-345 Reviewer Dr. Luciano Castro, Clinical Associate Professor Summary The concept of challenger marketing lives between sales and marketing functions. Recently...
Mar 12, 2020
Author: Dr. Scott Downey, Director and Professor For many years, we have talked about how sales and marketing have evolved over time. If we look at this historically, we can consider how the sales and marketing process focused on explaining product features because of...
Dec 11, 2019
Article Competitive intelligence practice in liquor retailing: Evidence from a longitudinal case analysis by Constantinos Vasilios Priporas Journal International Journal of Retail and Distribution Management, 2019. Vol. 47, No. 9, pages 997-1010. Reviewer Dr....
Aug 21, 2019
Author: Justin Funk, Managing Partner, Agri Studies, Inc. Having taught marketing strategy for over 18 years, it has become apparent that even the most experienced marketers still struggle with how to effectively price their products and services. Pricing is one of...
Jun 20, 2019
Author: Dr. Scott Downey, Associate Director and Associate Professor 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...
