The higher the enthusiasm for a new product, the more effort a
salesperson will put into selling it, right?
If you answered the question "yes," you are wrong.
On Wednesday, 8 January 2014, University of
Virginia Darden School of Business Professor
Tom Steenburgh and his colleague and co-researcher
Michael Ahearne, faculty member at the C.T. Bauer College of
Business, University of Houston, will co-host the free, live
webinar "New Product Selling: What
During this event, Steenburgh and Ahearne will dispel some of
the myths behind what works when selling new products to potential
clients and consumers. Their research-supported approaches may
The two professors conduct research on sales and marketing.
Specifically, they examine ways for firms to motivate sales teams
and measure the impact of their sales efforts.
Participants will learn:
- Why conventional approaches to selling new, innovative products
- Ways to manage the sales process that have the potential to
revamp new product launches.
- How sales trainers and content marketers are adapting to the
new reality of product launches with more effective business
Want to Interact With Steenburgh and Ahearne in
Steenburgh and Ahearne will lead the Executive
Education course, "Strategic Sales Management," 3-6
February 2014, in the Washington, D.C.,
In this Executive Education course, participants will develop
sales strategies to attract customers and cultivate relationships
with them in ways that provide sustainable, long-term growth.
About the Darden School of Business
The University of Virginia Darden School of Business is one of
the world's leading business schools, offering MBA, Ph.D. and
Executive Education programs. The unique Darden experience combines
the case study method, top-ranked faculty whose research advances
global managerial practice and business education, and a tight-knit
learning environment to develop responsible and complete leaders
who are ready to make an impact.
For questions or information, contact Abena
Foreman-Trice or a member of the Communication team.
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