Synopsis
Selling ASAP: Art, Science, Agility, and Performance offers a unique approach to professional selling. This new text focuses on the importance of viewing a sale not as a one-time encounter but as an opportunity to build a lifetime, mutually beneficial relationship with the customer. In addition to the traditional coverage of the selling process, Selling ASAP includes unique content on processes and techniques of selling. Real-world examples, testimonials from successful sales professionals, and a focus on the latest technology are available to today�s salesperson round out the discussions in the text and make it perfect for today�s professional selling student.
About the Authors
Dr. Eli Jones is an Associate Professor of Marketing and Executive Director of the Program for Excellence in Selling at the University of Houston. He has published in multiple research journals and magazines including the Journal of Personal Selling & Sales Management, Industrial Marketing Management, Marketing Education Review, Journal of Marketing Theory & Practice. He serves on the editorial review boards of the Journal of Personal Selling & Sales Management and Industrial Marketing Management and is an ad hoc reviewer for the Journal of Business Research, American Marketing Association, Academy of Marketing Science, and the National Conference in Sales Management. Professor Jones is listed in Marquis Who's Who in America (2003). Dr. Jones has won numerous excellence in teaching awards including the Academy of Marketing Science's Outstanding Marketing Educator, University of Houston's Enron Award for Excellence in Teaching, Outstanding Faculty Award from the University of Houston's Alumni Organization, Bauer College's Award for Teaching Excellence, University of Houston's Department of Marketing Teaching Excellence Award, Texas A&M University's Distinguished Teaching Award, and Texas A&M University's Department of Marketing Teaching Excellence Award. In addition, he serves on the University of Akron's Fisher Sales Institute's advisory board, the academic advisory committee for the Direct Selling Education Foundation in Washington, D.C. and is a National Vice-President for the American Marketing Association's Sales and Sales Management Special Interest Group, and serves as the Academic Research Director for the Institute for Certified Sales Professionals. He continues to be active in the field of sales by consulting with companies such as Adopt 2000, Berlex Pharmaceuticals, DePelchin Children's Center, Frito-Lay, Reliant, Sewell Motors, Shell, Tennessee Valley Authority, and Tri-Star Web Graphics.
Professor Carl G. Stevens is Charter Director of 'The Center for Professional Selling and Sales Management' at Baylor University as well as a member of the Advisory Board of Baylor University's Hankamer School of Business and the Schools of Business at University of Houston and Houston Baptist University. Professor Stevens also received 'The Outstanding Sales Educators Award of the Decade' from Texas A&M University. He has co-authored four books in addition to this text. He is the creator of The Coaches Clinic, which is a program geared toward sales managers; he developed the Effective Executive Communication program and workbook, teaching verbal and non verbal communication for management; he produced Advanced Studies in Professional Selling, a two hundred page workbook with audio; and he is the designer of The iCSP Blueprint for Professional Selling, a 2 � day seminar in 'How to structure a complete professional presentation in the proper psychological process for maximum motivational appeal. In addition to these ventures, he has been published in Sales Management Magazine, Marketing News, Commerce Magazine - San Antonio, Sales and Marketing Council Bulletin, Speakout (the official publication of the National Speakers Association), the Houston Chronicle and many others. Professor Stevens has done sales education and consulting projects across six continents and fifty-one countries for companies including Caterpillar, Dresser, Du Pont, Ford Motors, IBM, John Deere, Kodak, Mitsubishi, Prudential, Quaker, RCA, Upjohn, Volkswagen, Westinghouse, Yale, Xerox and many more. He has been inducted into the Speakers Hall of Fame and granted the National Speakers Association's Council of Peers Award of Excellence, the highest award in professional speaking. Today Professor Stevens is Chairman of the Board for The Institute of Certified Sales Professionals (www.theicsp.com) and the coordinator of intellectual properties at the Institute.
Professor Larry Chonko is the Holloway Professor of Marketing at Baylor University in Waco, Texas. He is also the Director of Educational Programs for Baylor's Center for Professional Selling. He received the Teaching Excellence Award from the University of Houston. Prof. Chonko has also taught at Texas Tech University (1978-1985) where he was the recipient of the President's Award for Teaching Excellence and the Outstanding Teacher Award presented by Mortar Board and Omicron Delta Kappa. During his career, Prof. Chonko has taught approximately 20 different classes in Marketing, Management and Statistics at the Bachelor's, Masters', and Ph.D. level. Prof. Chonko's has published over 75 refereed journal articles. His scholarly work has appeared in number research and academic journals including the Journal of Marketing, Journal of Marketing Research, Journal of Personal Selling and Sales Management, Journal of the Academy of Marketing Science, Journal of Business Ethics, Journal of Advertising, and Journal of Marketing Education. Prof. Chonko has authored or co-authored six books, Direct Marketing, Direct Selling, and the Mature Consumer; Managing Salespeople; Professional Selling; Entrepreneurship; Business the Economy and World Affairs; and Ethics and Marketing Decision Making. Throughout his career, Prof. Chonko has been a consultant to organizations in the industrial products, consumer products, services, and non-profit industries. He has served on the Board of Directors of the Direct Selling Education Foundation and Health Dynamics Foundation, Inc.
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