Workshop Agenda

 

Wednesday, May 2, 2007

 

6:00-8:00 pm Opening Reception Hosted by HAAGA HELIA University of Applied Sciences

  •  will include an appetizer buffet sufficient for a light dinner, beer and wine
  •  registration/workshop check inThursday, May 3, 2007

 

8:00-9:00 am Continental Breakfast, coffee and tea

  • registration/workshop check in

 

9:00 am Welcome

  • Elina Oksanen-Ylikoski, HAAGA-HELIA University, Finland
  • Ellen Bolman Pullins, Schmidt School of Professional Sales, University ofToledo, USA
  • Ritva Laakso-Manninen, Dean, HAAGA-HELIA University of AppliedSciences, Finland

 

9:15 Panel Discussion on International Sales Needs and Potential Partnering Session Chair: Axel Schlich, Fachholchschule Koblenz, Germany Panel:

  • Rob Peterson, William Patterson University, USA
  • Susi Geiger, Dublin Business School, UK
  • Dan Weilbaker, Northern Illinois University, USA

Open Discussion with Discussion Leader: Anna Humenberger, Fachhochschule Wien, Austria

 

10:30 Break (Coffee & Tea)

 

10:45 Overview of Resources and Opportunities in the Sales Area

Session Chair/Moderator: Thomas Brashear, University of Massachusetts, Amherst, USA
Presenters:

  • EUBBSI — Nikolaos Panagopoulos, Athens Univeristy
  • USCA – Richard Buehrer, University of Toledo, USA
  • Journal of Selling & Major Account Management – Dan Weilbaker, Northern Illinois University, USA
  • The Sales Review – David Reid, William Patterson University, USA
  • EJM, Special Issue on Sales – Susi Geiger, Dublin Business School
  • Other US Sales Resources (NCSC, AMA Sales SIG, NCSM) – Ellen Pullins, University of Toledo, USA

 

12:00 Sponsored Luncheon
Session Chair: Teemu Kokko, Vice Dean & Director, HAGAA HELIA University of Applied Sciences, Finland
Keynote Speaker TBA

1:30 Panel on Benchmarking Best Practice in Sales Education Session Chair: Jay Mulki, Northeastern University, USA

Presenters:

  • Sales Classes in Poland – Piotr Kwiatek & Marek Zielinski, PoznanUniversity of Economics, Poland
  • What’s going on in Finland – Elina Oksanen-Ylikoski, HAAGA-HELIA,Finland
  • Stepping up in the UK – Beth Rogers, Portsmouth Business School, UK
  • What’s Happening USA? – David Reid, William Patterson Univ., USA

Open Discussion – what’s happening elsewhere?
Discussion Leader: Alvin Williams, University of Southern Missouri

 

3:30 Break (light refreshment)

 

4:00 Recruiter’s View of Sales Education Needs Session Chair: Volunteer Panel:

  • Polish Manager’s Expectations toward Sales Education – GrzegorzLeszczynski & Aleksandra Kaniewska-Seba, Poznan University of Economics, Poland
  • HAAGA-HELIA Business Partners (Recruiters; TBA) Discussion Leader: Volunteer?

 

5:30 Break

 

8:00 Dinner Event Hosted by Edward Schmidt School of Professional Sales, University of Toledo (Short boat trip to a historical coast-castle restaurant, which has a beautiful view on Helsinki Harbor).

 

 

Friday May 4, 2007

 

8:00-8:30 am Continental Breakfast, coffee and tea

 

8:30 Problem-based learning approach: presented by HAGAA HELIA faculty

 

9:00 Pedagogy/Syllabi Sharing Session Breakout sessions

  • Basic sales class, Breakout leader: Ann-Christine Johnsson, Central Ostrobotnia University of Applied Sciences, Finland
  • Sales management classes, Breakout leader: Jack Hartog, Hanze University, Netherlands
  • Other Sales Courses, Breakout leader: Rob Peterson, William Patterson University, USA

 

10:00 Reports from breakout sessions

Session Chair: Pieter Looijse, Avans University of Applied Science, Netherlands

 

10:30 Break

 

10:45 How to Build a Sales Center

Session Chair: Axel Schlich, Fachhochschule Koblenz, Germany

Panel:

  • Richard Buehrer, University of Toledo, USA
  • David Reid, William Patterson University, USA
  • Dan Weilbaker, Northern Illinois University, USA

Are there any EU Sales Centers to Add?
12:00 Lunch on your own

 

1:30 Research Issues in the Sales Area
Session Chair/Moderator: Christophe Fournier, University Montpellier 2, France Panel:

  • Danny Bellenger, Georgia State University, USA
  • Nick Lee, Aston Business School, UK
  • Liisa Kairisto-Mertanen, Turku University of Applied Sciences, Finland

 

2:30 Breakout Brainstorming Sessions
Volunteer Leaders?

 

3:30 Breakouts report back
Session Chair/Moderator: Pascal Brassier, Groupe ESC Clermont – Graduate School of Management, France

 

4:00 Engaging Businesses in Building Sales Curriculum and Research: Open Discussion Forum

Session Chair/Discussion Moderator: Nikolaos Panagopoulos, Athens University, Greece

 

4:45 Closing Comments: Conference Co-Chairs Elina Oksanen-Ylikoski & Ellen Pullins

 

5:00 Conference Adjourns