Research in Selling and Sales Management in the Next Millennium: An Agenda from the AMA Faculty Consortium
Year: 2001
Type: article
Abstract: In July 1999 we had the honor of hosting and co-chairing the American Marketing Association Faculty Consortium on Professional Selling and Sales Management. The three-day event was held in Orlando at the Wyndham Palace Resort and Spa and attracted well over 100 attendees from academe and business. The format of the consortium featured presentations by academics and practitioners, panel discussions, and targeted work sessions. The first evening of the consortium was an extraordinary one, with noted sales strategist and author Neil Rackham delivering a keynote address titled, Rethinking the Sales Force. In his talk Rackham skillfully challenged many commonly held tenets of professional selling and sales management practice. This provocative keynote address provided the backdrop for discussions and working sessions throughout the remainder of the consortium.
Authors: Greg W. Marshall, Ronald E. Michaels
Language: English
Subfield: Marketing
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W183617890