ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.

ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to 

Course Timeframe: Fall 2022

Personal Selling and Sales Management

The course, taught by Dr. Michael Ahearne will focus on academic research related to improving sales force performance. We will examine research using a variety of approaches including analytic models, empirical models, surveys, and lab/field experiments. We will investigate both published research as well as working papers by top scholars in the field. Many of these top scholars will join our sessions to discuss their working papers with the class.

It will consist of eight sessions of 120 minutes each beginning on October 24, 2022

Please follow the Admission Procedure (https://isbm.org/admission-procedure/) when registering for this Course.

Complete Course Details and Registration