09/25/18

HAYS, Kan. – Fort Hays State University professors, Dr. Robert Lloyd, associate professor of management, and Dr. Michael Martin, associate professor of marketing, were awarded first place by the MidAmerican Business Deans Association for their case study on strategic selling.  

Lloyd and Martin will receive their award at the annual meeting from Sept. 30 to Oct. 2 in Chicago. While there, they will also present their findings.

Dr. Daniel Connolly, co-chair for the MidAmerican Business Deans Association, congratulated Lloyd and Martin on their “wonderful and innovative project.”

Lloyd and Martin studied students learning to cold-call prospective clients. Students in the class were cold-calling about a small liberal arts college and were required to find target students, construct strategies, build rapport, and close the deal by having students visit campus.

At the end of the study, Lloyd and Martin found that students were able to learn and implement the behaviors that make cold-callers successful. The study also benefited the university in recruiting potential students to visit campus.