Skip to main content
HomeSymposium Spring Meeting



USCA Sponsors its Annual Sales Research Symposium

The Changing Nature of Sales

Tuesday, April 11, 2023-VIRTUAL (9:00 AM - Noon, EST)

ANYONE who is interested in conducting sales research or advancing sales theory is invited to participate in the Sales Research Symposium.  The symposium is an opportunity to hear from leading sales academics and industry leaders.  Participants will also have an opportunity to engage with our research academicians in smaller break-out sessions.

There is no charge to attend this virtual symposium. Registration is free.



9:00 -9:10       Welcome and introduction of the speakers

9:10  – 9:45     Featured industry speaker Scott Collins
Managing Vice President, Sales Research and Advisory at Gartner
will present on CSO Leadership Vision 2023
(20 minutes presentation with 15 minutes for Q&A)

9:45  – 10:30   Academic Speakers’ Panel
                                 (15 minutes per speaker. Q&A in the breakout sessions)
The Future of Sales: Moving from Practice to Research
Adam Rapp, Ohio University
Transformation of B2B Sales Management and Selling
Manfred Kraft, University of Münster, Germany
How the Changing Nature of Sales is Impacting the Selling Process
Ellen Bolman Pullins, University of Toledo

10:30 – 11:45  Breakout Sessions with the Academic Speakers
There will be three rotating break-out sessions of 25 minutes each with the academic
speakers. Participants will be randomly assigned to one room, and the speakers will
rotate between the three rooms. 
10:30 – 10:55 Rotation One
10:55 – 11:20 Rotation Two
11:20 – 11:45 Rotation Three

11:45-Noon     Concluding Remarks and Wrap-up

Speaker Panelists (in order of speaking)

Adam Rapp
A person wearing glasses Description automatically generated with medium confidence
Dr. Ellen Pullins
Scott Collins

Managing Vice President, Sales Research and Advisory
Dr. Adam Rapp
Ohio University

Professor & Academic Director - Ralph and Luci Schey Sales Centre
Editor: Journal of Personal Selling and Sales Management
Dr. Manfred Kraft
University of Muenster, Germany

Full Professor and Director of the Institute of Marketing
Dr. Ellen Bolman Pullins
University of Toledo

Schmidt Research Professor of Sales & Sales Management
Professor of Marketing & International Business

Conference Chairs


Ravi Sohi, Chair

University of Nebraska-Lincoln


Prof Haas

Alexander Haas, Chair

Justus-Liebig-University, Germany


Davis, Lenita headshot

Lenita Davis, Chair

University of Wisconsin, Eau Claire


Our Mission
USCA Board
Video Series
USCA Research Grant
USCA Research Grant Application
Outstanding Dean Award