College of Business Administration Directory
Pamela M Peterson
Pamela M Peterson is an Instructor at the University of Nebraska Omaha in the College of Business Administration. In her current position, she teaches upper division and graduate level courses in sales, marketing and management. She has developed and taught numerous sales courses including Global Strategic Account Management and Consultative Selling Principles.
Her research focus on is the effectiveness of sales methodologies specifically within the frontline sales management role and the usage of project management methodologies within the strategic account management function.
Ms. Peterson received her MBA from the University of Chicago, Booth School of Business and a Master of Science degree from Creighton University.
During her tenure at the CBA Pamela has developed six new sales including "Consultative Selling Principles", "Fundamentals of Selling", "Selling Financial Services" and "Selling in an Entrepreneurial Context".
Another ongoing initiative is the solicitation of feedback from the employers respective to the knowledge and competencies they are seeking in a prospective sales employee. The feedback is used to develop curriculum to address the specific sales talent requirements of the employers.
Research and Creative Interests
Ms. Peterson's primary research focus is on the effectiveness of sales methodologies within the context of the front line sales management role. The objective is to add new knowledge which been vetted through academic research to the sales discipline, including the advancement of new processes and procedures .
Since 2017 Pamela has been collaborating with Dr. Richard Plank, University of South Florida on a new research study "Managing Human Capital Within the Sales Function".
Sales Program Development Initiatives and Activities:
The primary focus of the ongoing sales program development initiative to address the difficulty regional employers' are continuing to experience in recruiting, training and retaining sales talent. The overall mission is to promote the discipline and profession of sales and its role as the driving force to the economy.
A considerable amount of time is working closely with employers to identify shadowing, internship and employment opportunities. The employers collectively identified the primary benefit as the new employee’s ability to ramp up in some case 50% faster than their peers who have not taken any sales courses during their university tenure. Also the employees are seeing a significant reduction in turnover within new sales hires from university based sales programs
The undergraduate and graduate sales curriculum has been and will be developed with a major emphasis on analytical skills and communication theory. The combination of conceptual and domain sales knowledge with practical real world application drives the development of the requisite capabilities to excel in a sales career.
And, the students will also acquire the behavioral skills through experiential learning required to build strong value based buyer relationships in order to be able to compete in a highly competitive global environment
University of Chicago (Chicago, Illinois) 1997
MS - Education
Creighton University (Omaha, Nebraska) 1982
BS - Education
University of Nebraska at Omaha (Omaha, Nebraska) 1977
Adjunct Professor of the Year 2011 (Teaching) 2011
Our Campus. Otherwise Known as Omaha.
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