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1999 NATIONAL CONFERENCE IN SALES ADVANCE DRAFT PROGRAM The New Orleans Hilton – Riverside ---- New
Orleans, LA THURSDAY, APRIL 8 7:45 – 8:15 AM WELCOME COFFEE AND ROLLS 8:15 – 9:45 AM SESSION ONE: THE EVOLVING WORLD OF PROFESSIONAL SELLING What is the Current State of Sales Academe? What is the Current State of Sales Activities? What Selection Criteria for Hiring Salespeople are Most
Important? What Does It Mean to be "Job Involved" as a Salesperson? 9:45 – 10:00 AM BREAK 10:00 – 11:15 AM SESSION TWO: SALES MANAGER AND SALES PERSON RELATIONSHIP ISSUES The Effects of Sales Manager
Communication Practices upon Salesperson Role Ambiguity: An Exploratory Study Leadership Behaviors in Sales Managers:
An Investigation of Individual and Work Group Effects The Effect of Key Sales Force Control
System Characteristics on Salespeople’s Motivation: An Expectancy Theory
Perspective 11:15 – 11:30 AM BREAK 11:30 – 12:30 PM SESSION THREE: USING VIDEO TECHNOLOGY TO ENHANCE THE PERSONAL
SELLING COURSE: Special Session Presenter 12:30 – Evening FREE AFTERNOON & EVENING TO ENJOY NEW ORLEANS!! FRIDAY, APRIL 9 7:30 – 8:00 AM GOOD MORNING COFFEE AND ROLLS 8:00 – 9:15 AM SESSION FOUR: TEACHING TIPS, TECHNIQUES, AND EXPERIENTIALS Taking the Advanced Professional Selling Class to the Field The Federal Sentencing Guidelines: Implications for Sales
Management Courses The Job Interview Role Play in the Personal Selling Course:
Benefits from the Student, Professor, and Employer Perspectives 9:15 – 9:30 AM BREAK 9:30 – 11:00 AM SESSION FIVE: MASTER TEACHING PART I: BRINGING CRITICAL THINKING INTO THE PERSONAL SELLING CLASS Special Session Presenter 11:00 – 11:15 PM BREAK 1:15 – 12:30 PM SESSION SIX: ORGANIZATIONAL PERFORMANCE: LEVERAGING SALESPERSON KNOWLEDGE, INFORMATION PROCESSING AND CREATIVITY Mining Sales People’s Tacit Customer Knowledge: Automate,
Informate, or Socialize The Mediating Effect of Salesperson’s Attitude Towards
Competitive Intelligence: Theoretical and Managerial Considerations Salespeople as Problem-Solvers: The Need for Creativity 12:30 - 1:45 PM LUNCH 1:45 – 3:15 PM SESSION SEVEN: MASTER TEACHING PART 2: WHAT’S YOUR TEACHING STYLE – MAXIMIZING YOUR EFFECTIVENESS IN THE CLASSROOM Special Session Presenters 3:15 – 3:30 PM BREAK 3:30 – 5:00 PM SESSION EIGHT: THE PROFESSIONAL SOCIETY FOR SALES AND MARKETING TRAINING (SMT): CONTEMPORARY TRAINING ISSUES FOR THE SALESFORCE Special Session Moderators 5:00 – 6:00 NCSM Board Meeting 6:00 – 7:30 NCSM Educators’ Reception SATURDAY, APRIL 10 7:30 – 8:00 AM GOOD MORNING COFFEE AND ROLLS 8:00 – 8:45 AM SESSION NINE: CASE STUDIES IN PERSONAL SELLING AND SALES MANAGEMENT Toward a Framework for Analyzing The Portrayal of
Selling and Sales Representatives in Print Advertisments Sales Force Automation Decision: A Case Study 8:45 – 9:00 AM BREAK 9:00 – 10:30 AM SESSION TEN: WIN-WIN VS. WIN-LOSE NEGOTIATION: NEWS FROM THE REAL WORLD Special Session Moderator 10:30 – 12:30 PM PSE RECOGNITION BRUNCH 12:45 – 2:15 PM SESSION ELEVEN: Special Session Moderator Ellen Bolman Pullins, University of Toledo The Impact of Career Stages on Salesperson Job Satisfaction
and Decision Making The Role of Job Burnout in Early Disengagement in Personal
Selling Careers Dimensions of a Successful Mentoring Relationship Between
Sales Manager and Salesperson Career Rejuvination and Increased Feelings of Worth for
Disengaging Salesperson Peer Mentors 2:15 – 2:30 PM BREAK 2:30 – 3:45 PM SESSION TWELVE: SALESPERSON PERFORMANCE ISSUES: INFLUENCERS, OUTCOMES, AND MEASURES Three Faces of Empathy: A Fresh Look at an Old Conundrum The Theory of Negotiation Revisited A Psychometric Investigation of Behrman and Perrault’s (1982)
Sales Performance Scale 3:45 – 4:15 PM UPDATES, ANNOUNCEMENTS, AND WRAP UP The Professional Selling Network The National Sales Contest |
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