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Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer

Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer

$ 89.70 USD

Author: Jeff Tanner, Earl Honeycutt, Robert C. Erffmeyer


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!

Type  ISBN
B&W Soft Cover 978-0-9897013-5-8
Digital E-Book 9780989701358-PDF
Soft Cover Color 978-0-9897013-7-2
Hard Cover Color 978-0-9897013-6-5





Jeff Tanner

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.

Dr. Tanner has served as a visiting professor at ITESM (Mexico), Université de Montpellier and the IAE/Caen (France), University of West Indies (Trinidad & Tobago), and TABC (Malawi). An active consultant to companies such as SAP, Cabela’s, and Teradata, as well as the federal government, he also serves on the board of directors of several companies and non-profits.

Dr. Tanner and his wife, Karen, breed and race thoroughbred horses at Jett Creek Farm.

Earl Honeycutt

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 Erffmeyer

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. Erffmeyer helped to establish the Great Northwoods’ Sales Warm-Up—a three-day sales competition held annually at UW-Eau Claire. He is the chapter advisor for Pi Sigma Epsilon, a national sales fraternity for university students.

He has been a visiting professor in the Asian Studies Program at Kansai Gaidai University in Osaka, Japan, and has lectured in China and Vietnam.

Dr. Erffmeyer has served in numerous officer and board positions in 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. He was the first recipient of the Marketing Education Review Award and has received other teaching award recognitions.

Dr. Erffmeyer has published over forty articles in outlets such as the Journal of Personal Selling and Sales Management, Marketing Education Review, Journal of Marketing Education, Industrial Marketing Management, and the Journal of Business Ethics. He has served on the editorial review boards for the Journal of Personal Selling and Sales Management, Journal of Research in Interactive Marketing and on the Advisory Board for the Journal of Advancement of Marketing Education.

Dr. Erffmeyer and his wife Gretchen, reside in Eau Claire, Wisconsin, with their daughter, Johannah. They enjoy traveling, biking, and kayaking in the Northwoods.

  ISBN List Price Wessex website price
Hard cover 978-0-9897013-6-5 $160.00 $159.70
Soft cover color 978-0-9897013-7-2 $145.00 $139.70
Soft cover b/w 978-0-9897013-5-8 $125.00 $109.70
eBook 978-0-9897013-5-8pdf   $89.70


“Sales Management (second edition) 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.

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