8:30-10:00

Plenary Session 1: New Developments and Challenges in the Selling Environment

Sales Force Strategies for a Challenging Economy
Andy Zoltners, Northwestern University and ZS Associates

Selling in a Sales 2.0 World
Gerhard Gschwandtner, Publisher & Founder, Selling Power Magazine

Violate Your Customers Trust and Kiss Your Asset Goodbye
Martha Rogers, Peppers & Rogers Group

10:30-Noon

Plenary Session 2: Executive Panel on the Marketing- Sales Interface

Moderator:
Eli Jones, Dean, E.J. Ourso College of Business, Louisiana State University

Panelists:
Ralph Oliva, Executive Director, Institute for the Study of Business Markets, Pennsylvania State University
Randy Webb, Executive Professor, University of Houston, Retired CEO of Uncle Ben’s Rice
Joe Bento, President, CEVA FM
Bill Smith, Director of Sales, 3M
Gareth Lewis, General Manager Marketing Organization South, Hilti

12:00-1:30

Luncheon

Speaker:
Publishing in the Journal of Marketing
Ajay Kohli, Georgia Institute of Technology & Editor, Journal of Marketing

Afternoon Sessions:

1:30-3:00

Plenary Session 3: Quantitative Approaches to Sales Management Problems

Moral Hazard and Empirical Models of Selling
Pradeep Chintagunta, University of Chicago

A Cross- Sectional Analysis of Bonus Achievement
Dave Godes, Harvard Business School

Sales Force Compensation and Coordination: The Role of Spiffs, Contests, and Group Commissions
Anne Coughlan, Northwestern University

3:30-5:00

Plenary Session 4: Managing Inter-Organizational Relationships

Account Managers as Integrators
Das Narayandas, Harvard Business School

Managing Lead generation and Lead Follow Up: Challenges and Opportunities
Gary Lilien, Pennsylvania State University & Director of ISBM

Relationship Orientation and Effective Management of Buyer-Seller Relationships
Bart Weitz, University of Florida