Dayton, Ohio, United States., July 15, 2015 – (PressReleasePoint) – The Sales Education Foundation (SEF) partnered with Neil Rackham for the fifth year to distribute two $5,000 grants aimed at funding quality academic research addressing sales challenges. Recently announced at the Global Sales Science Institute (GSSI) held in Hiroshima, Japan, the funded projects will address the following topics, “Measuring and Evaluating Sales Training Effectiveness” and “Why do salespeople quit? An Empirical Examination of Own and Peer Effects on Salesperson Churn Behavior.” Recipients include Blake A. Runnalls, Dr. Doug Hughes, Dr. Roger Calantone and Dr. Clay Voorhees, (Michigan State University) and Dr V. Kumar, Sarang Sunder, Ashley Goreczny and Todd Maurer (Georgia State University). Completed research will be submitted to academic journals, and findings will be highlighted in practitioner-focused briefs.
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 research grant program supports the research of both current academicians and doctoral candidates. This helps to address the growth of new and existing sales programs and the need for more instructors. Recipients are chosen for their ability to apply rigorous academic methodology to address the needs of the business community.”
Dr. Rosann Spiro, Professor Emeritus of Marketing at Kelley School of Business, Indiana University, served as Chairman of the 2015 selection committee. Dr Spiro stated, ““The most notable thing about the Neil Rackham Research Grant program is that the grants are given to proposals that address sales topics which are of significant importance to practitioners.” Proposals were evaluated by an independent group of reviewers appointed by Dr. Spiro. This process is consistent with SEF’s call for proposals and Rackham’s vision for the grant program.
A third annual grant will recognize an individual who has helped promulgate sales research to the industry. The Dissemination Award program will begin accepting nominations in September, 2015, with the $5,000 award planned for late 2015. More information will be available on the SEF website (www.salesfoundation.org) beginning late August and in the 4th quarter Journal of Personal Selling and Sales Management (JPSSM), published by Pi Sigma Epsilon National Educational Foundation.
To learn more about university sales education programs and future opportunities, contact the Sales Education Foundation, a component fund of The Dayton Foundation at 800-776-4436.