John Rossi, YSU Marketing Faculty

Professional Sales Center at YSU Marketing Faculty

John Rossi, is a marketing lecturer and the director of The Professional Sales Center in the Williamson College of Business Administration at Youngstown State University. He is a subject matter expert in enterprise valuation and business advisory services and serves a wide range of local, regional and national commercial, institutional, and industrial clients. Email questions and comments to sales101@business-journal.com.

YSU Williamson College of Business

John Rossi is the director of The Professional Sales Center at Youngstown State University. Among the marketing courses he teaches at YSU are MKTG 3740 – Professional Selling; MKTG 3745 – Sales And Account Management; MKTG 3747 – Negotiations Concepts And Strategies; MKTG 3742 – Organizational Purchasing; MKTG 4853 – Sales Internship

How to Determine Buying Power Per Account

What gets measured gets done. This maxim is attributed to Peter Drucker, Tom Peters, Edwards Deming, Lord Kelvin, among others. What matters is whether you believe in it. In professional selling, whether it is business-to-business (B2B), business-to-business-to-consumer (B2B2C) or business-to-government (B2G), the perennial question is: Are top salesmen born or made? Must successful salesmen be […]

What gets measured gets done. This maxim is attributed to Peter Drucker, Tom Peters, Edwards Deming, Lord Kelvin, among others. What matters is whether you believe in it. In professional selling, whether it is business-to-business (B2B), business-to-business-to-consumer (B2B2C) or business-to-government (B2G), the perennial question is: Are top salesmen born or...

Interns Can Do More than Make Copies, Get Coffee

Interns Can Do More than Make Copies, Get Coffee

Spring is upon us and summer is not far behind, so many businesses are employing college interns to fill positions. An internship should be carefully monitored work or service where a college student has learning goals and can actively integrate what he is learning through his experience. If your firm is considering creating or filling […]

Spring is upon us and summer is not far behind, so many businesses are employing college interns to fill positions. An internship should be carefully monitored work or service where a college student has learning goals and can actively integrate what he is learning through his experience. If your firm...

Firms Must Train Sales Professionals to Succeed

Firms Must Train Sales Professionals to Succeed

The character of a sales force and its role in executing a firm’s marketing strategy are related to the skills, aptitudes and performance of its salesmen. Building a competent and knowledgeable sales force and providing training about their industry, markets and the products and services they offer is critical to the long-term success of any […]

The character of a sales force and its role in executing a firm’s marketing strategy are related to the skills, aptitudes and performance of its salesmen. Building a competent and knowledgeable sales force and providing training about their industry, markets and the products and services they offer is critical to...

Mission Possible: Listening to Customers Is Critical to Success.

When you made your most recent sales call, who did the most talking? You? Or the customer? Research shows that in the most successful sales calls, it’s the buyer who does most of the talking. So how do you get the buyer to talk? By asking questions, of course. But not just any questions. It […]

When you made your most recent sales call, who did the most talking? You? Or the customer? Research shows that in the most successful sales calls, it’s the buyer who does most of the talking. So how do you get the buyer to talk? By asking questions, of course. But...

Sales 101: Proactive Sales Management is a Game Changer

Once again the Youngstown Business Journal has done a great job gathering and recounting stories of our community’s many successful and growing companies for this year’s Growth Report. Even in this climate of rapid change and economic uncertainty you’ll find that upon reading the many profiles the outlook for most organizations remains positive and upbeat. […]

Once again the Youngstown Business Journal has done a great job gathering and recounting stories of our community’s many successful and growing companies for this year’s Growth Report. Even in this climate of rapid change and economic uncertainty you’ll find that upon reading the many profiles the outlook for most...

Sales 101: How Technology Is Revolutionizing Sales

Did you ever want to smash your computer or toss your mobile device across the room? Me too. Many times. One of my all-time favorite office cartoons is “Duck Smashing a Computer.” It exemplified the human condition, regardless of position or industry, of being continually frustrated with and by technology. I have yet to see […]

Did you ever want to smash your computer or toss your mobile device across the room? Me too. Many times. One of my all-time favorite office cartoons is “Duck Smashing a Computer.” It exemplified the human condition, regardless of position or industry, of being continually frustrated with and by technology....

Sales 101: The Art of Selling

When was the last time you saw a matchbook? It’s been a while, right? Smokers tend to flick their Bics and smoking is somewhat taboo these days. The matchbook was invented in 1889 by Joshua Pusey, a cigar-smoking patent lawyer in Philadelphia. The idea didn’t catch on until 1892 when a salesman, Henry C. Traute, […]

When was the last time you saw a matchbook? It’s been a while, right? Smokers tend to flick their Bics and smoking is somewhat taboo these days. The matchbook was invented in 1889 by Joshua Pusey, a cigar-smoking patent lawyer in Philadelphia. The idea didn’t catch on until 1892 when...