Professional Sales Research and Publications

"Teaching and training future sales professionals how to negotiate with real world experience"

Blake Nielson, professional sales department chair, and Tim Border, professional sales associate professor, published the paper “Teaching and training future sales professionals how to negotiate with real world experience” in the Journal for Advancement of Marketing Education, Vol. 24, No. 1. The research investigates tools to teach salespeople and students how to become master negotiators by application of concepts in real-world situations.

Border, Tim and Nielson, Blake. 2016. “Teaching and training future sales professionals how to negotiate with real world experience,”  Journal for Advancement of Marketing Education, Vol. 24, No. 1.

Read Teaching and Training Future Sales Professionals How to Negotiate with Real World Experience (pdf)