Michael Ahearne is the C.T. Bauer Chaired Professor in Marketing and Executive Director of the Sales Excellence Institute. at the University of Houston. Prior to joining the faculty at the University of Houston, he was a Professor at the University of Connecticut and Pennsylvania State University. He has both a PhD and master degree in marketing with a minor in decision sciences from Indiana University. He has an MBA and a bachelor degree in mathematics with honors from Worcester Polytechnic Institute. Mike's research examines factors influencing the performance of sales people, sales teams and sales organisations. He has published in the Journal of Marketing, Journal of Marketing Research, Management Science, Journal of Applied Psychology, International Journal of Research in Marketing, Journal of the Academy of Marketing Science, Journal of Management, and the Journal of Personal Selling and Sales Management, as well as several other journals. His research on technology and marketing has been profiled in Business 2.0, Business Investors Daily, and INC Magazine and many other news outlets. Mike is a co-author on the top selling professional selling textbook in the USA and worldwide - "Selling Today: Creating Customer Value." The book has been translated into numerous languages and is currently used to teach professional selling in over 30 countries. He has won several teaching Awards for his MBA and undergraduate teaching in sales management, key account management, market research and research methods. Before entering academia he played professional baseball for the Montreal Expos Organization and worked in market research for Eli Lilly and PCS Healthcare. He has substantial experience conducting marketing research in the healthcare and pharmaceutical industry.