In July 1999 we had the honor of hosting and co-chairing the American Marketing Association Faculty Consortium on Professional Selling and Sales Management. The three-day event was held in Orlando at the Wyndham Palace Resort and Spa and attracted well over 100 attendees from academe and business. The format of the consortium featured presentations by academics and practitioners, panel discussions, and targeted work sessions. The first evening of the consortium was an extraordinary one, with noted sales strategist and author Neil Rackham delivering a keynote address titled, Rethinking the Sales Force. In his talk Rackham skillfully challenged many commonly held tenets of professional selling and sales management practice. This provocative keynote address provided the backdrop for discussions and working sessions throughout the remainder of the consortium.
Stored only when both papers are in the corpus — 31 citations exist upstream.
Imported from OpenAlex (CC0) — nothing here is generated.