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...
Author: Dr. Scott Downey, Associate Director and Associate Professor For many years, weather, disruption and unforeseen circumstances have been the root of issues affecting the agricultural value chain. Specifically, this year, excessive rainfall early in the planting...
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...
Journal Authors: Thuy D. Nguyen, Audhesh Paswan, Alan J. Dubinsky Journal and date: Industrial Marketing Management, Volume 68, 2018, Pages 114-131 Reviewer Masi Keshavarz, Research Project Manager Dr. Scott Downey, Associate Director and Professor Summary The goal of...
Article Anaza, N.A.; Nowlin E.L. “What’s mine is mine: A study of salesperson knowledge withholding and hoarding behavior.” Industrial Marketing Management. 64 (2017) 14-24. Reviewer Dr. Luciano Castro, Clinical Associate Professor Summary This paper presents a very...
Build-A-Salesperson Coming Soon to a Mall Near You From AgriMarketing Magazine - My niece loves the Build-ABearWorkshop in our mall. Instead of picking any old stuffed animal off the shelf at Toys “R” Us, she can handpick the look and feel of her furry friend, decide...
