Education doesn’t end with earning a college degree. In an age of change and exploration, and with more than two decades of experience delivering the MBA degree by distance learning, Miller College provides lifelong learning to alumni and friends.
Through our Executive Leadership Webinar Series, instruction in a wide variety of business and management topics is offered which today’s managers can use right away – a perfect complement and extension of our experience and long-standing tradition of delivering distance learning opportunities for credit. In these webinars offered to alumni and friends, you’ll learn about cutting-edge business practices taught by our world-class faculty.
Title: Relationship Selling: The Key to Excelling in a Competitive Environment
Presenter: Ramon Avila, George and Frances Ball Distinguished Professor of Marketing
Date/Time: Wednesday, October 17, 2012 2:00-3:15 p.m. EST
The lifeline of today’s organization is repeat business. Professional salespeople must build long-term relationships and grow a customer over time. Long-term relationships are more profitable and replacing lost customers is an arduous task.
Understanding why buyers buy and what buyers are looking for in a salesperson are critical to a salesperson’s success. Creating authentic dialogue with the buyer should be the goal of every sales call.
In this webinar, you will learn specific strategies for developing long-term relationships with your prospects and clients. The program will examine the following topics:
About Our Instructor
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 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.
Avila 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.
CEU'sEach webinar is eligible for .1 Continuing Education Unit (CEU). If interested in obtaining .1 CEU for each webinar, please indicate so at the appropriate spot on the registration form. A CEU application form will then be sent to you to fill out and return to our office.
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A special thanks to London Witte Group for its support of the webinar series. For more information about our sponsor, please go to www.lwgcpa.com.
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