销售 & Negotiations: State Farm Circle of Influence
2022年-特里·多尔蒂博士
Dean, 斯科特商学院, 电子游戏试玩
2022年2月15日. Daugherty presented “State of the 斯科特商学院.” He shared his vision for the future of the 斯科特商学院, the 销售 & Negotiations Center, 和 our relationship with the business community. He also shared insights from his experience as the Associate Dean at Akron, the home of one of the largest sales programs in the country, 和 his home prior to becoming Dean of the SCOB at ISU. He spoke of how he believes in the SNC 和 sales programs, why corporate involvement matters, 以及我们的前进方向.
多尔蒂只得了B.A. at Western Kentucky University, his M.A. at the University of Alabama, 和 his Ph.D. 在密歇根州立大学.
He was a postdoctoral fellow at V和erbilt University’s Owen 研究生 School of 管理. 在那之后, he went to the University of Texas at Austin as an assistant professor in the 部门 of Advertising. He started at the University of Akron in 2009 where he served on the faculty 和 in various administrative capacities, including department chair 和 assistant dean.
Daugherty’s scholarship is focused on examining consumer psychology 和 persuasion within digital marketing 和 advertising. He theorizes 和 empirically tests how individual characteristics 和 media properties influence cognitive processing 和 consumer behavior.
2021年:斯科特·英格拉姆
On March 9, 2021, 斯科特·英格拉姆 presented The Future of Digital Selling: Lessons from COVID-19 通过放大. The event was very well attended with 83 students 和 business professionals taking part. "Remote selling has made relationships more difficult, but at the same time reach has increased because of technology ultimately exp和ing opportunity."
Scott is founder 和 CEO of 销售 Success Media 和 as such is the host of the 销售成功案例 和 每日销售小贴士 播客. He's the author of three books: 销售成功案例, B2B 销售 Mentors 和 Finding 销售 Success on LinkedIn. He's also a quota carrying sales professions, working for the professional services company, 一个关系，担任客户总监. Scott lives with his wife amd two daughters in Austin, Texas where he hosts the 销售成功峰会 每年10月.
2020 -格雷格·W. 马歇尔,Ph值.D.
Charles Harwood Professor of 市场营销 和 Strategy, Crummer 研究生 School of Business, 罗林斯学院
On Tuesday, February 18th 2020, Dr. 马歇尔 presented “Days of Future Passed: (Re)Imagining the Role & Impact of 销售 in the Next Decade,” drawing on his experience with selling, 销售管理, 和 product management in the consumer packaged goods 和 retailing industries with Warner-Lambert, Mennen, 和目标公司. He also shared insights from his considerable experience as a consultant 和 trainer for a variety of organizations 和 insider knowledge on the academic front; specifically as the current Editor-in-Chief for European Journal of 市场营销, 和 former editor of the Journal of 市场营销 Theory 和 Practice 和 Journal of 个人 Selling & 销售管理. He is also the author of several sales 和 marketing texts. He shared his vision of the future of sales 和 its impact on business success. His presentation included the impact of AI 和 other emergent technologies on the role of the salesperson as well as the changing nature of sales roles.
On Wednesday February 19th, Dr. 马歇尔 also offered a training opportunity, "Graduation to Greatness: Tips for Early Career Success in Professional Selling."
The interactive workshop focused on jumpstarting people's sales career. It provided tips to new 和 soon-to-be salespeople on how to start strong 和 get their career in sales started on the right foot. He drew on personal experience 和 knowledge from the academic 和 business sectors to help ignite people to be their best from the start.