Managing Your Salesforce through the COVID-19 Crisis

April 7, 2020

April 6, 2020: Interview with Dr. Nathan Hartmann on how to manage your salesforce during the Covid-19 crisis.

COVID-19 is bringing about immediate, wide-ranging, and severe challenges for many B2B sales forces. TH!NK is proud to present a live webcast interview with Dr. Nathan Hartmann, Associate Professor of Marketing at the UH Shidler College of Business.  In a recent article, Dr. Hartmann shares some tips to help businesses succeed, and in the live webcast, he will share his findings on how to manage your sales force through the COVID-19 Crisis.  

You will learn:

  • A framework to help sales force leaders better understand the complicated, immediate, wide-ranging, and severe impact of COVID-19 on the sales force, as well as potential responses is introduced. 
  • Findings from a review of 35+ practitioner-oriented articles and 8 interviews with sales force leaders are used to validate the framework and share how COVID-19 is impacting sales forces and how sales forces are responding to COVID-19. 
  • Considerations regarding managing through uncertainty, long-term consequences, and turning challenges into opportunities are discussed.  

Meet Our Guest Speaker

Nathaniel N. Hartmann (PhD & MBA from Purdue University) is Associate Professor of Marketing and Faculty Fellow at the Shidler College of Business, University of Hawai‘i at Mānoa. His research interests include contemporary topics spanning selling and sales management. Some of his recent research projects examine the impact of salesperson influence tactics on buyer trust of the salesperson and the purchase decision, means of reducing the negative relationship between salesperson emotional exhaustion and unethical behavior, advantages and disadvantages of salespeople providing service, and the impact of salesperson optimism and resilience on salesperson performance and customer satisfaction, among many other topics. As a highly active and award-winning researcher, Hartmann is regularly consulted to assess the quality of scientific research prior to its publication. 
At Shidler, Hartmann regularly teaches PhD, executive MBA, MBA, and undergraduate courses on sales, marketing strategy, and marketing research. He is currently looking to partner with local companies to examine managerially oriented research on issues related to sales force effectiveness and buyer behavior in Hawaii and beyond. 
 

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