Revisit: Channel Strategy and Sales Management


Best Practices in Teaching, Emory University, Atlanta, 18-20 May 2017

Anne Coughlan and Sandy Jap will host a conference on Best Practices in Teaching Channel Strategy and Sales Management at Emory University’s Conference Center Hotel in Atlanta, Georgia on May 18-20, 2017. The goal of the conference is to bring together academics, executives, and research-funding organizations to disseminate best practices in both the teaching and the practice of channel and sales design/management. A schedule is available at

Broadly, the conference will cover best practices in channel management teaching; best practices in sales management teaching; the use of simulations; what industry practitioners want from us as researchers and teachers; and best channel/sales management practices in the field. We will also be sharing our techniques for a channel audit in your course; flipping the classroom; tools for assessing strategic partnerships; and teaching an all-video case. The conference will close with a session on industry-academic partnerships for case writing and research, designed to foster post-conference collaboration.

The conference will begin with an opening reception on Thursday evening, May 18 and will run until noon on Saturday, May 20. Registration for the event is $300 and rooms are priced at $165 per night. Contact or for more details.