August ISBM Members Meeting Links Sales And Marketing
The Institute for the Study of Business Markets (ISBM) will host its 21st annual Members Meeting entitled 'The Marketing/Sales Linkage: Keys to Growth and Greater Profit' on Aug 26-27 on Penn State's University Park campus.
August ISBM Members Meeting Links Sales And Marketing
UNIVERSITY PARK, PA (June 15, 2004) – The Institute for the Study of Business Markets (ISBM) at Penn State’s Smeal College of Business will host its 21st annual Members Meeting Aug 26-27 on Penn State’s University Park campus. The conference, entitled “The Marketing/Sales Linkage: Keys to Growth and Greater Profit,” will offer insights and perspectives from a variety of speakers on leveraging the two functions as a way to achieve greater competitive advantage.
“Within ISBM member firms, an ongoing point of controversy and discussion is how marketing and sales work together, or should work together” said Ralph Oliva, ISBM executive director. “Our annual meeting will help attendees address this crucial partnership from many angles and apply the knowledge gained to their own situations.”
Fred Wiersema, the influential author of “The New Market Leaders: Who’s Winning and How in the Battle for Customers” and “Customer Intimacy: Pick Your Partners, Shape Your Culture, Win Together” will give the keynote address on the opening day of the meeting.
Other scheduled speakers include James Anderson, professor of marketing at Northwestern's Kellogg School of Management and the Irv Gross Distinguished ISBM Research Fellow; Dan Bagley, vice president of corporate strategy and marketing at Kennametal, Inc.; Craig Wilson, director of corporate marketing at International Paper; Joe Zale, vice president of Strategic Pricing Group; and others.
The speakers will help attendees begin to answer a range of questions including: what does the sales team need and want from marketing and vice versa, how can marketing be more effective in a “sales dominated” business-to-business environment, and how can communication with the field be streamlined and improved?
Cost of attendance is $600 for those who register through July 22 and $650 after. Registrants will receive copies of Wiersema's books. For more information, call 814-863-2782.
About ISBM
The Institute for the Study of Business Markets is the leading research center in business-to-business marketing worldwide. Based at Penn State’s Smeal College of Business, ISBM has a two-part mission: to advance research and teaching in business-to-business marketing in academia, and to improve and build more profitable B-to-B marketing practice for its more than 60 member firms in industry.
REPORTERS & EDITORS: For more information, please contact Wyatt DuBois in the Smeal College of Business Media Relations Office at 814-863-3798 or wed112@psu.edu.
Penn State's Smeal College of Business offers highly ranked undergraduate, MBA, executive MBA, Ph.D., and executive education opportunities to more than 5,500 students at all levels. Featuring academic departments of accounting, finance, marketing, insurance and real estate, management, and supply chain and information systems, the college is also home to major research centers such as the Center for Supply Chain Research, the Institute for the Study of Business Markets, the Center for Digital Transformation, the Farrell Center for Corporate Innovation and Entrepreneurship, the Center for Global Business Studies, and the Center for the Management of Technological and Organizational Change.
