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Indiana University Bloomington

Center for Global Sales Leadership

Professor Rosann Spiro

Professor Rosann Spiro, former chairperson of the American Marketing Association, has co-authored one of the most cited sales management textbooks in teaching today, Management of the Sales Force. She is currently Executive Director of the Center.

Faculty

We have some of the best marketing professors in the world engaged in research and teaching projects that directly benefit the center—and students, corporations, and practitioners who interact with it. Our faculty are focused on leading-edge issues that help define success in the marketing and sales arenas.

Professor Rosann Spiro, former chairperson of the American Marketing Association, has co-authored one of the most cited sales management textbooks in teaching today, Management of the Sales Force. The Marketing Department is very pleased to report that Rosann Spiro has been selected by the Academy of Marketing Science to receive the 2012 Distinguished Marketing Educator Award. Professor Spiro was honored for her outstanding contributions to the sales management field, her commitment to education and mentorship, and her leadership within the American Marketing Association and other professional organizations. Professor Spiro recently launched a successful service learning course, “Sales for Social Impact.” She will be presented with the award at the AMS Annual Conference in New Orleans in May, 2012.

Professor Dick Canada is recognized as one of the country's thought leaders improving the performance of field sales forces. He has written over 60 articles and is the author of the international published book, The 24 Sales Traps and How to Avoid Them. He additionally currently serves as Chairman of the Darthmouth Group, Ltd., a sales research firm devoted to finding ways to improve sales force performance. 

Former Harvard professor Ray Burke has led the way with research on what he terms the "virtual store," a computer-based tool for studying how consumers make purchase selections. Neil Morgan, Nestle-Hustad Professor of Marketing, has conducted extensive research on customer feedback systems, which was presented at the 2008 3M Frontline Sales Conference, as well as on firms' marketing and sales capabilities. He executes marketing and competitive strategy consulting projects and conducts executive education for numerous international corporations.

With Kelley's unique resources at their fingertips, it's no surprise our faculty are so innovative. We’re the only marketing department in the country that has a lab store within a national retailer. Our Customer Interface Virtual Laboratory enables us to track shopper behavior and test consumers’ reactions to new product and packaging concepts in a virtual environment. And in our Behavioral Technology Lab, we run experiments involving thousands of subjects each year.

Our students reap the benefits of all this exciting research. Certified by the Professional Society for Sales & Marketing Training as well as the University Sales Center Alliance, our undergraduate sales curriculum offers courses on a range of topics: sales management, effective negotiations, buyer behavior, marketing strategy, and more. It's in these classes that we help to bridge the gap between academic theory and real-world business practice.