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Faculty and Staff

Faculty and Staff 2018-01-23T16:36:39-06:00

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Raj S Agnihotri

Title: Dean's Fellow in Marketing and Director of Professional Sales Forum
Department: Marketing

Office: 3185 Gerdin Business Building
Phone number: (515) 294-0475




Bio

Dr. Raj Agnihotri serves as the Dean's Fellow and Director of Professional Sales Forum. Previously, Raj held the John Merrill Endowed Professorship in Consultative Sales at University of Texas-Arlington. He had served as Freeman Professor of Sales Leadership and Chair of the Marketing Department at Ohio University. At Ohio, he also conceived and launched Consumer Research Center.

Having published over 40 articles in leading scholarly journals, Raj serves on the editorial review boards of several reputed journals. The ongoing impact of his research is evident as the number of Google Citations, just in last 5 years, is over 2000 cites (overall h-index = 19; i10 = 25). A recent IMM publication examining the research impact of 254 authors (119 articles) places Raj in the Top-10 list in three categories: weighted - number of articles, total citation, and citations/year.

Before entering academia, Raj held a number of sales and marketing positions with startup ventures to major corporations and currently serves on the advisory boards of startups based in US, Europe, and India. Raj served on the faculty of prestigious Samson Global Leadership Program at Cleveland Clinic from 2014 to 2017. He has given sales seminars to industry professionals from North America, Brazil, Europe, and India.

Raj is a co-author of ABCs of Relationship Selling (McGraw Hill, 13 ed.), a market leader in sales classes globally, and its contents can be found in four international versions. Numerous sales trainers around the world use its selling process to prepare their salespeople.

Academic History

  • Ph.D., Kent State University, Ohio, 2009
  • M.B.A, Oklahoma City University, Oklahoma
  • B.Eng., University of Pune, India

Expertise

  • Professional Selling
  • Sales Technology
  • Social Media in B2B sales process