DICK CANADA. Marketing Department Kelley School of Business, Indiana University Phone: (812) East Tenth Street Fax: (812)

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1 DICK CANADA Marketing Department Kelley School of Business, Indiana University Phone: (812) East Tenth Street Fax: (812) Bloomington, IN EDUCATION 1992 Dartmouth College, Strategic Marketing Indiana University, Post Graduate Studies, Journalism & Education Butler University, A.B., Political Science & Philosophy ACADEMIC APPOINTMENTS SENIOR LECTURER, KELLEY SCHOOL OF BUSINESS, IU, BLOOMINGTON, IN Lecturer, Kelley School of Business, Indiana University, Bloomington, IN Adjunct Professor, Butler University, Indianapolis, IN Adjunct Professor, IUPUI, Indianapolis, IN TEACHING INTERESTS Consultative Selling, Major Account Sales Strategies, Persuasion Strategies, Sales Communications, Sales Management, Marketing Strategy. COURSES TAUGHT (IU BLOOMINGTON) - M330 CONSULTATIVE SELLING - M300 INTRODUCTION TO MARKETING - M330 Personal Persuasion Strategies and Customer Relationship Management - M426 Sales Management - M430 Professional Selling

2 TEACHING AWARDS AND NOMINATIONS - Herman B. Wells Special Recognition Award, Alpha Kappa Psi, Schuyler Otteson Teaching Excellence Award, Delta Sigma Pi, Trustee Teaching Excellence Award and Nominations, Kelley School of Business, 1997, 1998, 2000, 2002, 2010, 2012, Student Choice Award, Indiana University, Dean s Letters for Teaching Excellence, , Alpha Kappa Psi Teaching Excellence, 2002, 2008, NOMINATIONS - Panschar Award, Kelley School of Business, 1999, Student Choice Award, Indiana University, 1994, 1995, 2003, 2004, 2005, Schuyler Otteson Teaching Excellence Award, Delta Sigma Pi, 1990, 1992, Trustee Teach Excellence Award Several Nominations - Alpha Kappa Psi Teaching Excellence Several Nominations BOOKS Canada, Dick. The 24 Sales Traps and How to Avoid Them: Recognizing the Pitfalls that Mislead Even the Best Performers. New York, NY: AMACOM, Selected as one of Top 25 business book reads by Executive Council of National Chamber of Commerce Canada, Dick. Personality ISBN in Library of Congress

3 Articles Published in Indianapolis Business Journal, (Articles available on request) - Executive Coaches in the Sales World - A New Look for Sales - Be Cautious of Sales Experience - Caution: Beware the Sales Trap - Are You a DiVinci of Sales - There are Two Types of People in the World - Is Common Sense So Common? - What is a Consultant? - Can You Sell Yourself Out of Trouble? - Where Do You Find Salespeople? - Where Have All the Hunter s Gone? - Do You Break the Sunset Law? - Is There an Iron Curtain in Selling? - Pitfalls, Falsehoods, and Traps - Is Your Business Full of Ghost Customers - Is Sales Activity a Perfect Plan? - Do You Reward Your People for the Development of Their People? - Selling Character Matrix - Sales Skills for Successful Selling - - What is a World Class Sales Organization? - Web-Based Selling is Taking Toll on Sales Teams

4 Articles Published in CEO Magazine, (Articles available on request) - Is Sales Skill Training a Good Investment of Time and Money, A high impact sales strategy, Selling as a Science: Applied Research Adds Respectability to Sales Careers, The Secret to Winning Over Buyers, Here s How Real Customer Service Walks, Talks, Feels And Pays Off, The Real Reason Your Staff Doesn t Practice Customer Service, Think McFly: Is Your Question Good Enough to Trust the Answer, Dress Guidelines You Probably Don t Want to Hear, Return Your Calls or Face a Hypocrite s Fate, A Peek at What You Need Today to Survive in Tomorrow s Sales Field, Think You re a Natural? You re Dreaming And Here s Why, Don t Fail to Recognize Failures, Don t Outfox Yourself by Always Insisting on Measured Results, What You Don t Want Is What You Get If You Ignore These Training Questions!, The Best Big 10 Sales Guidelines You Can Get Your Hands On, Get the Skinny on Your Rivals Weaknesses Before They Get the Better of You, Here s the Only Way to end the Deadly Tug-of-War between Buyers Sellers, Rely on Persuasion for Sales and You Will Go Down in Defeat, Managers, Here s How to Save Your Jobs, Salespeople Make Good Managers, But Only if You re On the Ball, If You Don t Attack Deceptive Sales Practices, You Can Kiss Your Commissions Goodbye, Are You Doing Sales by the Book? You Won t After You Read This, Ongoing Attention to Coaching Improves Sales Effectiveness, Think Be Yourself is Trite Advice? Wait Until it Lands a Sale, How to Make Sales Calls They ll Return, How Gestures Can Kill Sales, Hone Your Interpersonal Skills or Lose That Sale, The Overachiever s Downfall: Assuming the Secret to Success, Are You Contributing to Your Company s Image Problems?, The Cause and Effect of Sales Training, To Push or Not to Push, Don t Blame Salespeople, Are You Unique, Lessons on the Golf Course, Scoring in the Sales Zone, A Proper Introduction, Translating BuyerSpeak, 1992

5 Articles Published in CEO Magazine ( ) - The Quest for Quality, To Push or Not to Push? That is the Question that Counts in Sales, Good Service is the Best Selling Point, Let s Re-Train the Sales Trainers, Communicating Effectively with All Types of People, The Role of Relationship in Selling, Want to Succeed?... FAIL!, A Word to the Wise: Drop the Franklin Close, Teach Don t Browbeat, Selling vs Negotiating, Make Sure Your Team Has a Good Coach, Listening: It s the Last Word in Effective Sales Talk, Hiring Salespeople: How To, Stamping Out the Myth, It s Okay to Strike Out, How to Develop a Customer s Needs, How to Uncover a Customer s Needs, Large Sale Selling, 1991 SERVICE Department - Parent s Weekend, Marketing Department Representative, Coached I.U. sales team to two first place finishes in four years at Mid-West Sales Competition at Ball - Coached I.U. s student team to two first place finishes at 3M Frontline Conference in Greensboro, NC and Minneapolis, MN - Coached I.U. sales team at National Collegiate Sales Competition in Atlanta Coached I.U. sales team at Philip Morris Team Selling Competition Inaugural in Bloomington, IN - Founder and Faculty Advisor to Global Sales Leadership Society, Founder, Executive Director, Center for Global Sales Leadership, Co-Founder, National Collegiate Team Selling Competition, 2007.

6 School - Founder, Global Sales Leadership Society, Kelley Commentary Why Should You Reward Your Managers for the Developing their People? Inside Indiana Business, The Gary Dick Show - Kelley Commentary Strategies for Tough Economic Times Inside Indiana Business, The Gary Dick Show - Kelley Commentary Is it Better to Coach People Early or Late in the Sales Cycle? Inside Indiana Business, The Gary Dick Show - Kelley Commentary Is Sales Aggressiveness a Good Thing? Inside Indiana Business, The Gary Dick Show - Conducted persuasion sessions for Undergraduate Career Service Office at Kelley School of Business - Delivered several Kelley Executive Partner programs to clients such as Hughes Aircraft, IBM, Best Furniture - Keynote speaker at several Alpha Kappa Psi banquets Keynote speaker at Teacher s Excellence Banquet, November, I.U. Chicago Alumni Association guest speaker, Teacher s Excellence Committee - Kelley Ethics Committee - Kelley Honors Committee - Faculty Advisor, Alpha Kappa Psi Professional Business Fraternity University - Developed a donor decision model for The Endowment at I.U. Foundation - Selected as guest speaker for many school organizations such as I.U. Foundation, Finance Club, AKY Professional Business Fraternity, Civic Leadership Development, Delta Sigma Pi Professional Business Fraternity, Young Republicans, Dance Marathon, and Marketing Club - I.U. Mini University The Art of Persuasion - Served as advisor for IU Marshall Scholar senior thesis - IUPUI talk in Indianapolis, IN, The Changing Face of Sales Faculty Advisor to Republican Women Organization - Former board member of Brain Orbit at School of Informatics - Former board member for Dance Marathon - Keynote speaker for Teacher s Excellence Night, 2004

7 Profession - Developed numerous pieces of intellectual property for the sales profession Including Persuasion Equation for Performance (PEP ), Strategic Account Management Selling (SAMS ), How Manager s Succeed, Effective Listening and Coaching for Results - Presentation to the Entrepreneurial Alliance, Indianapolis - Indianapolis Star interview for article Comeback of Door-to-Door Salespeople, Board member of University Sales Center Alliance - Faculty Advisor to Alpha Kappa Psi professional business fraternity - Former board member for National Association of Sales Professionals - Delivered talks to companies such as IBM, AT&T, Xerox, Eli Lilly, Chase Bank, Mays Chemical, Procter & Gamble, and General Electric Healthcare PROFESSIONAL EXPERIENCE The Dartmouth Group, Ltd Present Founder, CEO; Sales Research Firm Xerox Corporation Sales Operations Manager for Central U.S International Training Center Manager Midwest Training Manager National Account Manager Major Account Sales Manager State Account Manager for Indiana Xerox Sales Analyst Procter & Gamble Territory Sales Representative NON-TEACHING AWARDS AND HONORS - One of three finalists for Entrepreneur of Year, The Dartmouth Group, Ltd., E&Y, Selected as Best of Best at Xerox for intellectual property development - President Club Awards at Xerox for top 1% of national sales force, Featured in Forbes Magazine for Financial Creativity and Success.