Synopsis
The emphasis of this textbook is on how sales management gets done. You will find contemporary materials
in the content and application exercises, such as in the end-of-chapter questions, role plays, caselets, and
cases. We developed the instructor materials in such a way that they facilitate how instructors teach the
content using various modes (e.g., face-to-face, online, or hybrid models). To reflect the textbook's new organization,
we provided an overview of the sales function and the role it plays in a firm's overall strategy and discuss industry priorities
(e.g., lead generation and cross-selling). We expanded our content related to B2B sales and discuss the different
roles salespeople play within those channels. In addition to introducing traditional leadership approaches,
we refocused Chapter 2 on leadership development early in one's career and introduced the emergent leadership approach.
About the Authors
John F. (Jeff) Tanner, Jr. is Professor of Marketing and the Executive Director of Baylor University's Business Collaboratory. He joined the faculty at Baylor in 1988, upon completing his Ph.D. at the University of Georgia. He has published over 70 scientific research articles, and presented over 200 conference papers or posters. Tanner's work has appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, and others. Dr. Tanner is also author or co-author of 15 books, including the leading sales text Selling: Building Partnerships, Ninth Edition (McGraw-Hill, 2014), and Principles of Marketing: How Marketing Gets Done (Flat World Knowledge, 2013). His newest book, Analytics and Dynamic Customer Strategy: Big Profits from Big Data (Wiley, 2014), is aimed at marketing execs.
Robert C. Erffmeyer earned his Ph.D. in Industrial/Organizational Psychology from Louisiana State University in 1981, and worked in various human resource positions in the areas of selection and training. He returned to LSU to complete a post--doctorate in marketing, and has worked in marketing and sales training for Deere & Company, Wausau Insurance Companies, and other organizations. He is a professor at the University of -Wisconsin-Eau Claire, where he teaches marketing, sales and sales management courses to undergraduate and graduate students.Dr. Erffmeyer has been actively involved in MBA on-campus and distance education efforts for 20 years. He is the MBA Director for both the University of Wisconsin-Eau Claire and the University of Wisconsin Consortium MBA Program, an online graduate program comprised of four University of Wisconsin AACSB accredited business schools. He is also the Director of Distance Learning Programs in the UW-EC College of Business.
Dr. Andrea Dixon provides academic leadership for Baylor University's Center for Professional Selling. Since 2009, Dr. Dixon has built Baylor's sales center into one of the top programs in the country. She has been published in the Journal of Marketing, Harvard Business Review, Organizational Science, Journal of the Academy of Marketing Science, Leadership Quarterly, European Journal of Marketing (EJM), the Journal of Personal Selling & Sales Management (JPSSM), Journal of Marketing Education, and other journals. Her editorial-review-board assignments include those for the EJM, JPSSM, the Journal of Marketing Theory and Practice, the Journal of Business-to-Business Marketing, and the Journal of Marketing Education. Dr. Dixon has received numerous teaching awards, including the Academy of Marketing Science's Marketing Teacher Award (2008) and the Excellence in Teaching Award from the American Marketing Association's Sales SIG (2014). In 2020, she was named the Cornelia Marschall Smith Award winner, which is presented annually to a Baylor faculty member for contributing to the learning environment through teaching, research, and service. She has served on the boards of the AMA Academic Council, National Conference on Sales Management, and Global Sales Science Institute and as the president of the AMA Sales SIG. In 2019, Dr. Dixon became the president of the University Sales Center Alliance. At Baylor, she was the Vice-Chair, Presidential Search Committee and Faculty Regent, Baylor University Board of Regents. Prior to pursuing her Ph.D. (Indiana University), Dr. Dixon worked in sales roles in Boston-area advertising and marketing research firms. Outside of work, she and her husband, Doug, enjoy traveling and time with their adult twins, Taylor Dixon and Alex Dixon, their daughter-in-law, Kimberly, and their two grandchildren.
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