Emerging Trends in Sales Thought and Practice (Hardcover) (ISBN-13: 9781567200362)

GERALD J. BAUER is a Sales Competency Leader and Field Marketing Manager for DuPont./e He also leads the DuPont Sales Network and the Channel Partner Network, two intracompany networks. In his 30 years with the company he has held a variety of positions, including sales, sales management, product management, industry management and others. A conference and seminar speaker in countries throughout North, South, and Central America as well as Europe and Asia, Bauer is a member of the Management Education Alliance, a collaborative effort between industry and the academic community.

MARK S. BAUNCHALK is a national sales and marketing manager for DuPont Refrigerant. He earned his M.B.A. from the University of Delaware and has held a broad range of positions with DuPont, most recently as U.S. Marketing Manager, Teflon Flouropolymers

tional Sales and Marketing Manager, Viton Floroelastmers, and North American Sales and Marketing Manger, Tedlar PVF Films. He also worked on DuPont's development of a corporate Sales Enhancement Process, used to design important customer interface capabilities.

THOMAS N. INGRAM is a Department Chair and Professor of Marketing at Colorado State University and has worked in sales, product management, and sales management for Exxon and Mobil. He has received numerous teaching and research awards, served as editor of a major journal in his field, and publishes extensively in those journals. He is coauthor of two books, one on sales management and another on selling skills.

RAYMOND W. LAFORGE is the Brown-Foreman Professor of Marketing at the University of Louisville. A founding editor of Marketing Education Review and coauthor of two previous books, he serves on the Direct Selling Association Education Foundation Board of Directors, and in other highly visible positions, including the American Marketing Association Academic Council, of which he is Vice President of Marketing.