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Honeycutt co-authors new marketing textbook

Earl Honeycutt, a professor of marketing and director of the Chandler Family Professional Sales Center, has co-authored a new textbook, "Sales Management: Shaping Future Sales Leaders," recently released by Pearson Prentice Hall, the world's largest publisher. 

Book cover from a new textbook co-authored by marketing professor Earl Honeycutt.

Honeycutt co-authored the book with Jeff Tanner at Baylor University and Bob Erffmeyer at the University of Wisconsin at Eau Claire.

The book is an all-new text that follows a strategic approach - how to design and lead a sales organization based upon the strategic approach of the firm. To communicate the concepts and theories presented in the book, the authors wrote 12 long cases, end of chapter in-class exercises, selected self-assessment tests for the students to take, partnered with SellingPower to gain current videos, and partnered with Aplicor to design a customer relationship management simulation.

There are also videos produced by PBS on the modern salesperson, guidance for using scenes from The Office television series, and cross-cultural and global information infused throughout the book.

Eric Townsend,
Staff
11/17/2008 2:19 PM