PROFESSIONAL SELLING

COMING JANUARY 2020

by Deeter, Hunter, Loe, Rich, Mullins, Beeler, Schrock

ISBN: 978-1-948426-17-6 | Copyright 2021

Instructor Requests

Print Exam/Desk Copy Ancillaries
Tabs
Expand/Collapse All
1 - Sales and Today's Sales Role (pg. 1)
2 - The Buying Process (pg. 23)
3 - Professionalism and Effective Communication (pg. 45)
4 - Lead Generation and Prospecting (pg. 65)
5 - Planning Sales Calls and Presentations (pg. 85)
6 - The Sales Call (pg. 105)
7 - Making the Presentation (pg. 123)
8 - Objections and Closing (pg. 145)
9 - Sales Negotiation (pg. 165)
10 - Territory, Time, and Resource Management (pg. 185)
11 - Digital Sales (pg. 209)
12 - Selling to Strategic Accounts using Customer Business Development Strategies (pg. 227)
13 - Sales Ethics (pg. 243)
14 Role-Play (pg. 263)

Dawn Deeter

Dr. Deeter is an experienced sales leader. She built and leads the National Strategic Selling Institute at Kansas State University. After earning her Ph.D. from the University of South Florida in 1998, Deeter has served on the faculties of Monmouth University, Ohio University, and Kansas State University.  During that time, she has earned numerous teaching awards, including the Hormel Teaching Excellence Award, the Kansas State Bank Outstanding Teaching Award, and the 2016 K-State Professor of the Year.


Gary Hunter

Dr. Hunter is Associate Professor of Marketing at Clemson University. His primary research centers on sales technology, strategic account management, and negotiations and includes three award-winning “best paper” publications. It appears in the Journal of Marketing, International Journal of Research in Marketing, Journal of Business Research, Industrial Marketing Management, and the Journal of Personal Selling & Sales Management, among other outlets. Gary has taught courses in sales and marketing in undergraduate, graduate, and executive education programs. His academic career followed more than 10 years of leadership, management, sales, and marketing experiences with the US Army, PepsiCo, and Procter & Gamble.


Terry Loe

Dr. Loe is currently the Co-Director of the Center for Professional Selling and Professor of marketing and sales at Kennesaw State University. Prior to entering academia, Dr. Loe spent eleven years in industry in sales and marketing. He received his PhD from the University of Memphis in 1996. Dr. Loe taught at Baylor University for 7 years serving as the Assistant Director of the Center for Professional Selling where he founded the National Collegiate Sales Competition (NCSC) and continues to serve as the Executive Director. Since its inception in 1999 the NCSC has contributed more than $6.5 million to the university sales community. Dr. Loe has published more than 50 articles in the areas of sales, sales management and ethics, and received several excellence in teaching and research awards.


Greg Rich

Dr. Rich is a marketing professor at Bowling Green State University, where he focuses his teaching and research on professional selling and sales management issues. His other publications include the textbook Sales Force Management and a number of articles in leading marketing journals, such as the Journal of the Academy of Marketing Science and Journal of Personal Selling and Sales Management. Greg regularly coaches undergraduate students for the National Collegiate Sales Competition and other case competitions, and is co-developer of a sales force simulation game called Cantopia. Greg has a Ph.D. in Business from Indiana University (1995). He enjoys golfing, jogging, playing guitar and spending time with his wife Linda and their three sons.


Ryan Mullins

Dr. Mullins is an award-winning author, professor, and consultant, focused on helping leaders improve sales force performance. He has authored 16 academic articles, with 7 of those appearing in the Financial Times Top 50 business journals in the world. In the classroom, Ryan teaches courses focused on personal selling, sales management, and sales leadership while also serving as the director for the Sales Innovation Program. Ryan greatly enjoys industry collaborations and has conducted research projects with Fortune 500 companies, providing data analysis, insight, and training interventions when needed.


Lisa Beeler

Dr. Beeler took her first sales role in 2005, with a B2B home décor company. She didn’t know at the time that this job would alter the course of her life. Lisa fell in love with all things sales over the next eight years as she worked her way up to becoming the National Marketing & Sales Director of a B2B services firm in Atlanta, GA. A passion for teaching and mentorship lead Lisa to attain a PhD from the University of Tennessee in 2017. Since then, she has been a teacher and researcher of all things sales and marketing.


Wyatt Schrock

Dr. Schrock is an Assistant Professor of Marketing at Michigan State University.  Dr. Schrock holds a Ph.D. (Marketing) from Michigan State University, an M.B.A. (Finance) from the University of Miami, and a B.B.A. (Marketing) from the University of Michigan. Dr. Schrock’s research interests include salesperson motivation and sales manager leadership.  His research has received the annual James M. Comer Award for “Best Contribution to Selling and Sales Management Theory.” He serves on the Editorial Review Board at the Journal of Personal Selling & Sales Management.  Dr. Schrock also has ten years of corporate experience in sales-related roles, working for companies such as Procter & Gamble and Gannett.  


Support