John F. (Jeff) Tanner Jr., Ph.D. (University of Georgia) is Dean of Strome College of Business and Professor of Marketing, Old Dominion University (ODU), in Norfolk, Virginia. Prior to entering academia, Jeff spent eight years in sales and marketing for Rockwell International and Xerox. At ODU, he launched the sales program, created the Sales Slam competition, and secured a gift to endow the first collegiate School of Professional Selling & Sales Management. Prior to ODU, he served in various roles, including codirector for the Center for Professional Selling at Baylor University, the first type of center of its kind in the world. Dr. Tanner has received several awards for teaching effectiveness and research, including Distinguished Teacher from the Society for Marketing Advances and Outstanding Visiting Lecturer from ITESM in Monterrey, Mexico. He is the author or coauthor of 80-plus articles in journals such as the Journal of Marketing, the Journal of Personal Selling & Sales Management, and the Journal of the Academy of Marketing Science. Jeff’s research has won numerous awards, such as JPSSM’s Paper of the Year. His research and fieldwork include work in Malawi, Australia, India, Mexico, Nicaragua, France, and Colombia. He is also author or coauthor of 15 books, including the leading sales text (with Steve Castleberry), Selling: Building Partnerships, and Principles of Marketing: How Marketing Gets Done (with Mary Anne Raymond). Two of his books are for executives: The Hard Truth About Soft Selling and Analytics & Dynamic Customer Strategy: Big Profits from Big Data. Currently, Jeff serves on the board of the Hampton Roads Chamber, VersAbility (an employer of and services provider to disabled persons), and as a commissioner on the Virginia Horse Racing Commission.