Filter by Tag: Sales Management and Leadership.

A Sales Management Checklist

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...



Managing in a New Era

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...



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. The concepts are simple to understand: satisfied employees provide good service,...



The Evolution of Sales (And Why It Matters)

The agriculture industry is changing. Farmers are evolving. Agribusiness must adapt. But what does that really mean? Looking back at the history of agriculture, everything used to be focused on bulk transportation of commodities. Agribusinesses, including suppliers...