Sales Education Foundation Gives $15,000 in Research Funding

DAYTON, Ohio - July 1, 2013 - PRLog -- The Sales Education Foundation (SEF) partnered with Neil Rackham to award two grants aimed at funding quality academic research addressing sales challenges.  A third grant recognizes the dissemination of research to multiple outlets. Recently announced at the Global Sales Science Institute (GSSI) held in Aalen, Germany, the funded projects will address earnings management practices in the sales force and how to get the most out of your sales pipeline, key issues in the sales industry.

According to Neil Rackham, best-selling author and renowned sales researcher, the time has come for new approaches to customer interaction. Recognizing the changing market’s need for innovative, practical research, Rackham funded the program by donating $75,000 to be distributed over five years.

Sally Stevens, Executive Director of the SEF, says “The SEF research grant program supports the research of both current academicians and doctoral candidates.  This helps to address the need for more instructors due to the growth of new and existing sales programs.  Recipients are awarded for their ability to apply rigorous academic methodology to address the needs of the business community.”

Dr. Rob Palmatier, professor of marketing, Foster School of Business, University of Washington, served as chair of the review committee.  With his guidance, a team of respected academic researchers and accomplished practitioners assessed the submitted proposals.   Proposals were reviewed for the professional quality of research as well as their ability to demonstrate relevance to industry, innovation, and a high likelihood of dissemination to practitioners.  Recipients include Mike Ahearne and Jeff Boichuk (University of Houston), Craig Chapman (Northwestern University), Thomas Steenburgh (University of Virginia), Nick Panagopoulos (Athens University) and Adam Rapp (The University of Alabama).  Completed research will be submitted to academic journals, and findings will be highlighted in practitioner-focused briefs.  

For information on future grants, partnership and support opportunities, or to learn more about sales education, contact the Sales Education Foundation, a fund of The Dayton Foundation, at 800-776-4436.