5:00 PM - 6:00 PM
Forum Room, Student Center
The early days of sales were dominated by salespeople who talked at their buyers using monologues. The best salespeople were thought to be the best information givers. As sales research has progressed, we know todayís successful salespeople are the best information gatherers. This discussion will demonstrate that outstanding questioning and listening skills are needed to succeed in sales. Instead of creating a monologue, the best salespeople are able to create dialogue. Using several communication exercises, Avila will guide the group through the necessary skills needed to succeed in sales. Ramon A. Avila is the George and Frances Ball Distinguished Professor of Marketing and the founding director of the H.H. Gregg Center for Professional Selling. He earned his bachelorís in marketing in 1977 and MBA in 1979 from Ball State University. He completed his PhD at Virginia Polytechnic Institute and State University and joined the Ball State faculty in 1984. In 2008, Avila was named the Hormel Foods Master Teacher of the Year, sponsored by the Marketing and Management Association in Chicago. In April 2002, Avila received a Leavey Award from the Freedom Foundation at Valley forge, Pennsylvania. This award was given for innovation in the classroom with his advanced professional selling class. He was presented the 1999 Mu Kappa Tauís Outstanding Contributor to the sales profession award. Avila also received the universityís Outstanding Faculty Award (2003), the Outstanding Service Award (1998), the universityís Outstanding Junior Faculty Award (1989), the College of Business Professor of the Year, and the Deanís Teaching Award yearly from 1987-2002. Avila has presented numerous papers at professional conferences and has been the program chair and the director for the national Conference in Sales Management. A frequent consultant, he has worked with major corporations. Reception is immediately following.