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Posted 10.13.10

Gary Hunter, PhD, was recently selected for the 2010 Marvin Jolson Award as the best contribution to selling and sales management practice in 2009. This is his third best paper award since his arrival at Weatherhead in 2007.

The article that Dr. Hunter co-authored, titled “The Pursuit of Excellence in Process Thinking and Customer Relationship Management,” was published in the Journal of Personal Selling and Sales Management (JPSSM) in the spring 2009 issue. Hunter noted that “process thinking skills are an integral component to the effective design of customer relationship management programs that deliver sustainable value to strategically important business customers.”

While the paper builds on evolutionary economic theory, it contributes insights of vital importance to firms who seek competitive advantage through the use of customer relationship management processes.  

This article complements his previous research on the relationship-forging effect afforded through the salesperson’s integration of sales technology systems which support such CRM processes.   This recognition increases the impact potential from two of Hunter’s award-winning articles on sales technology:  one earned the 2007 James M. Comer Award for the “best contribution to selling and sales management theory and methodology” after publication in JPSSM and the other was recognized by the 2008 Excellence in Research Award as the best article published in the field of selling and sales management following its publication in the Journal of Marketing.

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