Sales Management: Shaping Future Sales Leaders (2nd Edition)

The second edition of Sales Management: Shaping Future Sales Leaders was updated with new academic sources and practical examples that improve your students’ understanding of the material. Each chapter opening features a practicing sales manager who advised us about the chapter, and discusses how his or her firm manages its sales team. In each chapter you will find special boxed sections on ethics, technology, and/or global issues.

At the end of each chapter we have added a new section, Managing Your Career, to help students better understand why the material is personally important to them. We also provide a suggested role-play for each chapter to engage the students and help reinforce chapter content. Plus, you will find two short cases (caselets) per chapter that students can read quickly, and that you can use to either introduce or summarize the chapter. These features really help make your classroom interactive!

John F. (Jeff) Tanner Jr., Ph.D.

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.

Earl Honeycutt, Jr., Ph.D.

Earl Honeycutt is Emeritus Professor of Marketing at Elon University, N.C. When he retired in 2012, he was Martha and Spencer Love Professor of Marketing and University Distinguished Scholar. Dr. Honeycutt earned his Ph.D. at the University of Georgia where his dissertation investigated sales training. Since then he taught undergraduate, MBA, and doctoral seminars as a tenured professor at UNC—Wilmington, Old Dominion University, and Elon University.

Prior to entering academia, he served as a B-52G flight officer in the United States Air Force and retired from the Air Force Reserve as a Colonel (0-6). After earning his MBA, he worked in B2B sales and marketing for an electronics division of TRW, Inc.

Dr. Honeycutt has published more than 200 articles in myriad outlets, and he received recognition for best papers from the Journal of Personal Selling & Sales Management, Marketing Education Review, and Journal of Marketing: Theory & Practice. Dr. Honeycutt has also co-authored textbooks in the areas of B2B marketing, global sales management, and cross-cultural selling.

Over the past two decades he led numerous study abroad trips for his students to Australia, Belgium, China, England, and the Philippines, and taught classes in Japan.

When not working on academic pursuits, Dr. Honeycutt, his wife Laura, their son Travis, daughter-in-law Andrea, and three grandchildren travel to Costa Rica and spend time at their home in Wrightsville Beach, N.C.

Robert C. Erffmeyer, Ph.D.

Robert C. Erffmeyer (Louisiana State University) is Professor Emeritus of Marketing at the University of Wisconsin – Eau Claire. Until he retired in 2020, he was actively involved in undergraduate and MBA on-campus and distance learning efforts for more than 25 years. He founded the UW-EC Sales and Sales Management Center. He also was the founding director of the University of Wisconsin Consortium MBA Program. Beginning in 2007, Dr. Erffmeyer established the Great Northwoods’ Sales Warm-Up sales competition held annually at UW-EC. He was a visiting professor in the Asian Studies Program at Kansai Gaidai University, in Osaka, Japan, and has lectured in China and Vietnam. On two occasions, Dr. Erffmeyer was recognized with the Outstanding Faculty Award by graduate students in the University of Wisconsin Consortium MBA Program. He also received the UW-EC College of Business Creativity and Innovation Award for his work in sales education and distance learning. Dr. Erffmeyer published in outlets such as the Journal of Personal Selling & Sales Management, Marketing Education Review, Journal of Marketing Education, Industrial Marketing Management, the Journal of Business Ethics, Personnel Psychology, as well as others. He received the University of Wisconsin System Applied Research Grant and was the first recipient of the Marketing Education Review Award. During his career, Dr. Erffmeyer has served in numerous officer and board positions in the University Sales Center Alliance, the Society of Marketing Advances, and the Marketing Management Association. He served two terms as President of SMA and is a Fellow of the Marketing Management Association. Dr. Erffmeyer and his wife, Gretchen, reside in Eau Claire, Wisconsin. They enjoy traveling and biking and kayaking in the Northwoods, especially when their daughter, Hannah, joins them.

Format	ISBN	List Price	Wessex Website Price
E-Book	978-0-9897013-5-8pdf	N/A	$ 89.70 USD

Testimonials

Sales Management by Tanner and team is, by far, the best book on the market that prepares both students and active businesspeople to become highly effective sales managers. This book is grounded in the realities of today’s highly competitive global economy, and skillfully integrates current human management, technology, research, and strategic thinking activities.

— Karl Sooder

Department of Marketing, Professional Selling Program, College of Business Administration, University of Central Florida

This is a wonderful sales management book that does a great job of integrating sales management concepts. The book combines theory with very practical examples that students can use to reinforce their learning. I use the book for my undergraduate sales course and my MBA course in sales leadership and strategy, both in the U.S. and abroad.

— Ashraf Attia

Professor of Marketing, Marketing & Management Department, School of Business, State University of New York, Oswego, New York

Sales Management strikes the right balance between practice and theory. Students learn both basic knowledge about sales force management and advanced principles based on the most recent research. I strongly recommend this book to both graduate and undergraduate instructors.

— Christophe Fournier

Professor of Marketing, Head of Marketing Research Center, Institut d’Administration des Entreprises, Université Montpellier, Montpellier, France

This is a very engaging and student-connected sales management text. Students comment that they enjoy reading the book and that the cases are exceptional. Cases that engage students, provide the right level of ambiguity, and allow applying text and practical concepts, encourage critical thinking.

— Linda Ferrell

Professor of Marketing, Bill Daniels Professor of Business Ethics, President, Academy of Marketing Science, Anderson School of Management, University of New Mexico, Albuquerque