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

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

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Coauthored by faculty from some of most successful sales programs in higher education: Kansas State University,  Clemson University, Kennesaw State University, Ohio University, Michigan State University, and Bowling Green State University.

14 chapters and under 300 pages...fits nicely with a typical semester while keeping reading assignments short for students.

Unique chapters on digital sales, customer business development strategies, and role-play.

A pre-built online course with auto-graded assignments for every chapter, compatible with Blackboard, Canvas, D2L, and other LMS.

Applying the Chapter to Salesforce shows students how the content for each chapter relates to the worlds most widely-used CRM.

CourseBank is a pre-built course for Blackboard, Canvas, or any other LMS. It provides students with a seamless, single sign-on to your course. Their work is automatically graded. Grades synchronize with your grade book. And detailed analytics give you diagnostics for the class and individual student.
Each chapter of CourseBank contains...
  • Mini Lectures: Audio narrated and animated  PowerPoints cover the main concepts and topics from the chapter
  • Flash Cards: Allow students to drill the key terms and definitions from the chapter. An adaptive mode helps them focus only on the terms they have yet to master. 
  • Videos
  • PowerPoints
  • Chapter Quiz
  • Interactive Exercises
  • Test Bank so you can add or change quiz questions, create a new quiz, or create exams
Even if you don't make CourseBank an integral part of your course, students can still use it as a powerful tool for self-study.

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

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