Nationality American | Field Sales force research Name Michael Ahearne | |
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Born July 11, 1966 (age 57) ( 1966-07-11 ) Alma mater Worcester Polytechnic Institute
Indiana University Books Selling Today + New Mymarketinglab With Pearson Etext Education Worcester Polytechnic Institute, Indiana University Bloomington | ||
Institution University of Houston | ||
Advanced Program in Business - Prof. Michael Ahearne, PhD. - University of Houston
Michael Ahearne (born July 11, 1966) is a Chaired Professor of Marketing in the C.T. Bauer College of Business at the University of Houston. He is also the Research Director of the Sales Excellence Institute and the editor-in-chief of the Journal of Personal Selling and Sales Management.
Contents
- Advanced Program in Business Prof Michael Ahearne PhD University of Houston
- Early life and family
- Athletics
- Education
- Career
- References
Ahearne's research has primarily focused on improving the performance of salespeople and sales organizations. He was recognized by the American Marketing Association as one of the 10 most research productive scholars in the field of marketing between 2009 and 2013. His research has impacted business practice significantly, which led the Sales Education Foundation to select him as the inaugural winner of the Sales Education Foundation's Research Dissemination Award. Ahearne also coauthors the highest grossing professional selling textbook in the world, Selling Today: Partnering to Create Customer Value, which is used to teach undergraduate introduction to sales courses in over 30 countries.
Early life and family
Ahearne was born in Norwalk, California and raised in Albuquerque, New Mexico, and Springfield, Virginia, by his mother Germaine and father Daniel. He has two siblings, a brother named Douglas and a sister named Melissa. Married to his wife Jessica, he has two children, a daughter Molly and a son Jake.
Athletics
At 18, the Montreal Expos signed Ahearne as a pitcher. The year was 1985 and he was assigned to Jamestown of the New York–Penn League. Ahearne later competed in collegiate wrestling and college football at the Worcester Polytechnic Institute. As a wrestler, he was a four-time All-New England performer, with his best showing being the 1990–1991 academic year when he finished 3rd overall in his weight class. In the same 1990–1991 academic year, Ahearne was selected to be an NCAA Scholar All-American for his academic achievements as a student athlete.
Education
Ahearne has both a PhD and a master's degree in marketing with a minor in decision sciences from Indiana University. He also holds an MBA and a bachelor's degree in mathematics with honors from the Worcester Polytechnic Institute.
Career
Ahearne began his career as a visiting professor at Emory University in Atlanta, Georgia. He then served on the faculties at the Pennsylvania State University from 1998 to 2001 and at the University of Connecticut from 2001 to 2004. Ahearne has since been a professor at the University of Houston, where he received the C.T. Bauer Chair in Marketing in 2010. He is also the Executive Director of the Sales Excellence Institute, a foundation devoted to uncovering the key drivers of sales force performance.