BEGIN:VCALENDAR METHOD:PUBLISH PRODID:Ball State University Calendar - event reminder VERSION:2.0 BEGIN:VTIMEZONE TZID:US-Eastern BEGIN:STANDARD DTSTART:19671029T020000 RRULE:FREQ=YEARLY;WKST=MO;INTERVAL=1;BYMONTH=11;BYDAY=1SU TZOFFSETFROM:-0400 TZOFFSETTO:-0500 TZNAME:EST END:STANDARD BEGIN:DAYLIGHT DTSTART:19870405T020000 RRULE:FREQ=YEARLY;WKST=MO;INTERVAL=1;BYMONTH=3;BYDAY=2SU TZOFFSETFROM:-0500 TZOFFSETTO:-0400 TZNAME:EDT END:DAYLIGHT END:VTIMEZONE BEGIN:VEVENT PRIORITY:5 CLASS:PUBLIC STATUS:CONFIRMED TRANSP:OPAQUE SEQUENCE:0 UID:BallStateCalendar DTSTAMP;TZID=US-Eastern:20130517T020726 CREATED;TZID=US-Eastern:20130517T020726 LAST-MODIFIED;TZID=US-Eastern:20130517T020726 DTSTART;TZID=US-Eastern:20130417T170000 DTEND;TZID=US-Eastern:20130417T180000 SUMMARY;ENCODING=QUOTED-PRINTABLE:Ramon Avila Distinguished Lecture Series Communication in Sales: Are We Truly Creating a Dialogue or a Monologue. DESCRIPTION: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 today’s successful salespeople are the best information gatherers.\n\n\n\nThis 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.\n\n\n\nRamon 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 bachelor’s 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 Tau’s Outstanding Contributor to the sales profession award.\n\n\n\nAvila also received the university’s Outstanding Faculty Award (2003), the Outstanding Service Award (1998), the university’s Outstanding Junior Faculty Award (1989), the College of Business Professor of the Year, and the Dean’s 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.\n\n\n\nReception is immediately following. X-ALT-DESC;FMTTYPE=text/html:\n\n\n\n\n\nThe 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 today’s successful salespeople are the best information gatherers.\n\n\n\nThis 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.\n\n\n\nRamon 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 bachelor’s 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 Tau’s Outstanding Contributor to the sales profession award.\n\n\n\nAvila also received the university’s Outstanding Faculty Award (2003), the Outstanding Service Award (1998), the university’s Outstanding Junior Faculty Award (1989), the College of Business Professor of the Year, and the Dean’s 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.\n\n\n\nReception is immediately following.\n\n LOCATION;ENCODING=QUOTED-PRINTABLE:Forum Room, Student Center BEGIN:VALARM TRIGGER;RELATED=START:-PT00H15M00S ACTION:DISPLAY DESCRIPTION:REMINDER END:VALARM END:VEVENT END:VCALENDAR