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David A. Reid, Ph.D. is the Executive Director of the Russ Berrie Institute for Professional Sales. David has more than twenty years of experience developing sales professionals in both higher education and private industry. He has long been a champion for professional sales and has been instrumental in developing and establishing innovative university-housed sales programs. As the former chair of the Department of Professional Sales at William Paterson, he led the efforts in creating the Christos M. Cotsakos College of Business' bachelor of science in professional sales, the first full degree in sales at an AACSB-accredited university.
Prior to joining William Paterson, David was on the faculty at the University of Toledo, where he was the Edward H. Schmidt Professor of Sales and Business Marketing and the director of the Savage & Associates Center for Advanced Sales and Marketing, which he helped to establish. During his tenure at Toledo, he also served as the director of the College’s M.B.A. program. Over the course of his career, he has held faculty positions at a number of universities including Clarkson University, State University of New York at Binghamton, and LeMoyne College. He has also served as a visiting lecturer at both the University of Abertay-Dundee and the University of St. Andrews in Scotland and was the 1998 recipient of the Wincott Research Fellowship at the University of Buckingham in England.
David's research focuses on identifying, studying, and providing solutions to the challenges that individuals and firms face every day in achieving superior sales performance. A respected scholar, he is the author of numerous works on sales and sales leadership that have appeared in such publications as the Journal of Personal Selling and Sales Management, Industrial Marketing Management, the Journal of Business and Industrial Marketing, and the International Journal of Purchasing and Materials Management. He is also the author of three books, Readings in Industrial Marketing (Prentice-Hall College Division, 1985), The Sales Presentation Manual (West Publishing Company, 1992), and Fundamentals of Business Marketing Research (Haworth Press, 2004).
David's consulting and training experience includes both U.S. and foreign-based firms from a variety of industries, including health care, insurance, chemicals, pharmaceuticals, and medical services. He has delivered programs on a range of topics including value selling, relationship selling, finding and hiring sales talent, and global marketing.
David holds an M.B.A. and a Ph.D. in marketing from the State University of New York at Binghamton.
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