Research opportunities

Our research is designed to discover the key drivers of a best-in-class sales force. We seek to: help organizations develop innovative processes, hone salesperson influencing skills, improve negotiation effectiveness, and provide sales leaders with tools that create and sustain a competitive advantage within the sales force.

Contact John Chapman to discuss ways to leverage your organization’s data for meaningful results.

Assessment of Recruiting and Selection Effectiveness
Shorting the Sales Cycle: Industry Specific
Salesperson Negotiation Skills
Sales Training Effectiveness
Sales Force Turnover and Retention
National and Key Account Management
Sales Management Effectiveness
Interface between Sales and Other Business Functions
Measuring and Monitoring Team Selling Effectiveness
Buyer/Seller Relationships: Customer Satisfaction and Retention
Sales Management, Analysis, Forecasting, Leading, Planning, Strategy
360° perspective on Sales Process and Function, External and Internal

Mr. John Chapman

Director of Business Development, North Carolina Sales Institute
Bryan 225 jlchapm2@uncg.edu (336) 334-5430 LinkedIn