The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc
Many sales leaders believe their front-line sales managers (FLSMs) have the most critical yet most difficult job in the entire salesforce. For the first time,The Front-Line Sales Manager addresses this important yet unheralded role. The book provides an acumen framework for identifying key characteristics of the most successful FLSMs. The Front-Line Sales Manager helps FLSMs improve their games, and sales leaders build stronger and more successful sales organizations.
In his role as Chair of Wessex Press, Noel Capon brings a unique perspective as an experienced Marketing educator, researcher, author and professional, originally trained as a research chemist.
“I knew when I completed my doctorate in Chemistry that I didn’t want to be a ‘bench’ chemist.” By that time, Professor Capon was very interested in Marketing and began his career working in Marketing for Imperial Chemical Industries (ICI) in his native Britain.
Professor Capon has been a leader in Marketing ever since, applying an analytical approach to solving business problems.
That’s what led him to launch Wessex Press, Inc. (formerly Axcess Capon) almost 20 years ago.
“I knew there had to be a better way to provide high-quality textbooks, globally, at a more affordable price.”
Professor Capon previously served two terms as elected chair of the Marketing Division at Columbia Business School. He held faculty positions at UCLA (where he also was Marketing Chair) and Harvard Business School before joining Columbia in 1979.
Professor Capon teaches Marketing Strategy, and Sales and Strategic Account Management courses to MBA and EMBA students. He also has taught at many educational institutions as a visiting professor, including INSEAD (France), Hong Kong University of Science and Technology (HKUST), and the China Europe International Business School (CEIBS), Shanghai, PRC. Professor Capon is Honorary Dean, Marketing and Innovation College, Beijing, PRC.
In addition, Professor Capon contributes to Columbia Business School’s Executive Education program and has designed, directed and taught in a variety of Marketing, Sales Management, and Strategic and Global Account Management programs. He also has developed and directed customized programs for major corporations globally. Professor Capon co-founded The Chief Sales Executive Forum (2001), and is a member of the Board of Directors of the Strategic Account Management Association (SAMA).
Professor Capon has authored or co-authored more than 40 Marketing and Account Management books, including many international editions. Some books of note:
Key Account Management and Planning, Free Press/Simon and Schuster, 2001. This was the first major book on key (strategic) account management and is known as “the bible” of key account management.
Managing Global Accounts, Wessex Press, 2005. This is the only book to date that addresses the growing field of managing global customers.
Managing Marketing in the 21st Century (4th edition, Wessex Press, 2016), Capon’s Marketing Framework (4th edition, Wessex Press, 2017) and Capon’s Marketing Essentials (Wessex Press, 2017), in various editions, offer a new and powerful way of approaching the Marketing discipline.
He earned his B.Sc. and Ph.D. degrees in Chemistry from University College, London University; Dip. B.A. from Manchester Business School; MBA from Harvard Business School; and Ph.D. in Marketing from Columbia Business School.
Gary Tubridy is Senior Vice President with The Alexander Group Inc., and General Manager in charge of the Firm’s sales management consulting business. His consulting work focuses on increasing sales and marketing effectiveness. Tubridy is an expert in sales transformation, sales management issues, sales organization design, sales force sizing and deployment, sales performance management, and sales compensation design. He holds a BA from Brown University and an MBA from Columbia Business School.
In 2001, Noel Capon and Tubridy founded the Chief Sales Executive Forum, an annual event attracting sales leaders from around the world.
Florin MihocFlorin Mihoc is a seasoned executive, advisor, and business scholar, with vast experience in the Fortune 500, entrepreneurship, and academic domains. After a decade in Fortune 500 managerial roles, Mihoc operates his own startups, and sits on the boards of others around the world. His expertise on business development and strategic partnerships is instrumental both for major corporations and new ventures. Mihoc’s PhD research focused on Strategic Account Management; he was a post-doctoral Fulbright Fellow, and Visiting Scholar at Columbia Business School.
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