The Institute for Sales and Account Management (ISAM) is a Dutch knowledge institute that was founded in 1996 as part of the Erasmus University Rotterdam. ISAM conducts research in the field of neuroeconomics; a science in which economics, psychology, and neuroscience are combined.
Serving as an example is the research into the brain activity of salespeople, which can be detected through the use of fMRI scans. Functional Magnetic Resonance Imaging (fMRI) is a technique that can trace the location in the brains where someone is processing information at the moment that he or she is faced with a stimulus (e.g. interaction with a client). Thus, with the help of an fMRI scanner both the conscious as well as the unconscious brain processes can be traced. This study has been realized in cooperation with the Erasmus MC (medical center) and the University of Michigan. It has been published in the Journal of Marketing Research.
All knowledge that is acquired through ISAM research, is transferred to the (inter)national business world by means of postgraduate education programmes in the field of sales and account management.
Famous quotes containing the words institute, sales, account and/or management:
“Whenever any form of government shall become destructive of these ends, it is the right of the people to alter or to abolish it, & to institute new government, laying it’s foundation on such principles & organising it’s powers in such form, as to them shall seem most likely to effect their safety & happiness.”
—Thomas Jefferson (1743–1826)
“There are no galley-slaves in the royal vessel of divine love—every man works his oar voluntarily!”
—St. Francis De Sales (1567–1622)
“Conversation is a traffick; and if you enter into it, without some stock of knowledge, to ballance the account perpetually betwixt you,—the trade drops at once: and this is the reason ... why travellers have so little [good] conversation with natives,—owing to their [the natives’] suspicion ... that there is nothing to be extracted from the conversation ... worth the trouble of their bad language.”
—Laurence Sterne (1713–1768)
“People have described me as a “management bishop” but I say to my critics, “Jesus was a management expert too.””
—George Carey (b. 1935)