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Advanced Program in Business - Prof. Michael Ahearne, PhD. - University of Houston

Biography

Kellogg School of Management
Professor of marketing

Michael Ahearne is professor of marketing and C.T. Bauer Chair in Marketing at the University of Houston. He is also executive director of the Sales Excellence Institute. Mike’s research has primarily focused on improving the performance of salespeople and sales organizations. He has published more than 40 articles in leading journals and was recently recognized by the AMA as one of the 10 most research-productive scholars in the field of marketing. Mike’s textbook Selling Today: Partnering to Create Customer Value is the highest grossing professional selling textbook in the world, with copies being distributed in over forty countries. Paired with the many teaching awards he has won at the MBA and undergraduate levels, Mike has a proven track record of excellence when it comes to disseminating knowledge. He was recently honored as the inaugural winner of the SEF Research Dissemination Award for the impact of his research on business practice. Before entering academia, Mike played professional baseball for the Montreal Expos and worked in marketing research and sales operations for Eli Lilly and PCS Healthcare. He actively consults on sales force effectiveness. He received his doctorate degree from Indiana University

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