Robert M. Peterson, Ph.D.'s Linkedin Analytics

Robert M. Peterson, Ph.D. For 30 years, I have been in sales and education. Working 100% commission for most of my sales career helped hone the ability to sell, deliver, operate under deadlines, negotiate, put the customer first, be highly adaptable by using Improv skills, and always be the lead agent for change! Authoring 150+ refereed articles/proceedings on various sales challenges, with my dissertation focused on negotiation, I am now the Editor of the Journal of Selling. I helped start one university Sales Center from a green field start-up (William Paterson University), and retooled a very mature program and its curriculum (Northern Illinois University). Along the way I earned six national teaching awards including: - the American Marketing Association 2002 Innovative Teacher Award, - the Innovative Sales Educator Award from the University Sales Center Alliance 2006, - the 2011 Excellence in Teaching Award by the Sales Special Interest Group of the AMA. So what does all this mean? As a Sales Consultant, Trainer, and Professor I believe that – “Learning should be engaging, stimulating, enabling and is most effective when it's experiential, inquisitive and adventuresome. Learning that is personally meaningful is remembered, invoked, and used to improve oneself, organization, community and family. The goal is to exceed customer/student expectations.” Beyond doing all of the above, I enjoy making wine and traveling. Specialties: Sales Enablement, Sales Kickoffs, Improv Sales Training, and Negotiation. Research Access: https://www.researchgate.net/profile/Robert-Peterson-7 Contact: peterson@niu.edu