SELL

Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University. Before commencing his academic career, he worked in sales, product management and sales management with Exxon and Mobil. Dr. Ingram is a recipient of the Marketing Educator of the Year award given by Sales and Marketing Executives International (SMEI). He was honored as the first recipient of the Mu Kappa Tau National Marketing Honor Society recognition award for Outstanding Scholarly Contributions to the Sales Discipline. The University Sales Center Alliance has designated Dr. Ingram as a Distinguished Sales Educator for his long-term contributions to sales education. He has served as the editor of the Journal of Personal Selling & Sales Management, chair of the SMEI Accreditation Institute and member of the Board of Directors of SMEI. He is also the former editor of the Journal of Marketing Theory & Practice. Dr. Ingrams primary research is in personal selling and sales management. His work has appeared in professional journals such as the Journal of Marketing, Journal of Marketing Research, Journal of Personal Selling & Sales Management and the Journal of the Academy of Marketing Science. He is the co-author of one of the "Ten Most Influential Articles of the 20th Century," as designated by the Sales and Sales Management Special Interest Group of the American Marketing Association. Raymond W. (Buddy) LaForge is the Brown-Forman Professor Emeritus of Marketing at the University of Louisville. His has published in many journals, including the Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, He has co-authored several leading books on marketing, sales management, professional selling and strategic leadership. Dr. LaForge has served on the board of many organizations, including as vice president/marketing for the Academy of Business Education; vice president of marketing, teaching and conferences for the American Marketing Association Academic Council; and as chair and vice chair for awards and recognition for the American Marketing Association Sales Interest Group. Dr. LaForge has received numerous awards including the Outstanding Sales Scholar Award from Mu Kappa Tau, Special Recognition Award from the American Marketing Association Sales SIG, Top Thirteen Faculty Favorites at the University of Louisville, Distinguished Scholar Award from the Research Symposium on Marketing and Entrepreneurship, Distinguished Sales Educator Award from the University Sales Center Alliance, Undergraduate Teaching Award from the College of Business, Faculty Favorite Award from REACH Ambassadors, Beta Alpha Psi Outstanding College of Business Faculty Award, James M. Comer Award from the Journal of Personal Selling and Sales Management, Gerald E. Hills Best Paper Award from the American Marketing Association Entrepreneurial Marketing SIG, Sales Excellence Award from Louisville Sales...

1. Overview of Personal Selling.
2. Building Trust and Sales Ethics.
3. Understanding Buyers.
4. Communication Skills.
5. Strategic Prospecting and Preparing for Sales Dialogue.
6. Planning Sales Dialogues and Presentations.
7. Sales Dialogue: Creating and Communicating Value.
8. Addressing Concerns and Earning Commitment.
9. Expanding Customer Relationships.
10. Adding Value: Self-Leadership and Teamwork.