Professional Selling ISE

Dr. C. Shane Hunt received his PhD in marketing from Oklahoma State University. Shane has won numerous awards for his teaching, including the 2010 National Inspire Integrity Award from the National Society of Collegiate Scholars, the 2010 Lt. Col. Barney Smith Award as Professor of the Year at Arkansas State University, the 2011 Excellence in Undergraduate Teaching Award, the 2015 Honors Professor of the Year Award, and the 2019 National Teaching Innovation Award presented by the Association of Collegiate Marketing Educators. 

Shanes research has appeared in the Journal of Personal Selling and Sales Management, the Journal of Business Logistics, and other leading marketing journals. He has presented to numerous organizations including the American Marketing Association and the National Conference in Sales Management. 

After completing his MBA degree, Shane went to work for a Fortune 500 company in Tulsa, Oklahoma, and spent eight years working as a pricing analyst, product manager, and business development manager overseeing numerous strategic initiatives. In addition to his role as a professor, Shane also serves as a consultant, speaker, and board member for businesses and nonprofit organizations across the country. 

Shane is now the Dean of the College of Business and Michael C. Ruettgers Professor of Marketing at Idaho State University. He lives in Pocatello, ID, with his wife, Jenifer, and their two children, Andrew and Sarah.




Dr. Deitz is an Associate Professor in the Department of Marketing and Supply Chain Management and the Director of the Customer NeuroInsights Research Laboratory (CNRL) at The University of Memphis. He received his Ph.D. from The University of Alabama and hold Bachelors and Masters degrees from West Virginia University. Prior to beginning his academic career, he worked for more than 10 years as a sales and marketing executive for several leading software companies. Dr. Deitz substantive research involves strategic marketing issues, primarily in the context of services, retail, and creative industries (e.g., software development, film). In his role as Director of FCBEs new neuro lab, he also pursues research opportunities that emphasize the application of physiological and neurological measurement systems in studying the influence of attention and emotion upon decision making. His work has been published in a number of leading journals, including the Journal of Business Venturing, Journal of Services Research, Journal of Public Policy and Marketing, Industrial Marketing Management, Psychology and Marketing, and the Journal of Business Logistics. His research has been recognized at a number of international conferences, including the AMA Summer Educators and the Society of Marketing Science conferences. In addition, Dr. Deitz serves on the editorial review board for the Journal of Advertising, the Journal of Supply Chain Management, and the International Journal of Physical Di...

part one finding customers and developing relationships
1 Everyone Is a Salesperson 
2 Prospecting and Qualifying 
3 Engaging Customers and Developing Relationships 
part two using strategies and tools to meet client needs
4 Social Selling 
5 Sales-Presentation Strategies 
part three finding and negotiating solutions for customers
6 Solving Problems and Overcoming Objections 
7 Negotiating Win-Win Solutions 
8 Profitology: Pricing and Analytics in Sales 
part four achieving success in a sales career
9 Sales Compensation and Career Development 
10 The Psychology of Selling: Knowing Yourself and Relating to Customers