Research by Dr Iain Davies, from the School of Management, features in a special supplement on Sales Performance in The Times today, Wednesday 3 October.
The research is published as a special Raconteur Report, entitled Building an Effective Salesforce 2012, and uncovers the practices of UK companies in the vastly under researched areas of sourcing, selecting and retaining sales professionals.
The online version of the report is only accessible by subscription to The Times.
Dr Davies lectures, consults and researches in sales, key account management and marketing ethics.
Prior to his academic career he held a number of posts in B2B Marketing including as a Strategic Consultant with Accenture, a Legal Policy Advisor in the Banking Sector for HMCE and working in sales and marketing in the fair trade industry.
He specialises in coaching Business-to-Business Marketing – particularly Account Management and Sales Performance – and Marketing Ethics – focused on Social Entrepreneurship and Ethical Brand Management.