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.
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.