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About the Author
Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University. Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil. Tom is a recipient of the Marketing Educator of the Year award given by Sales and Marketing Executives International (SMEI). He was honored as the first recipient of the Mu Kappa Tau National Marketing Honor Society recognition award for Outstanding Scholarly Contributions to the Sales Discipline. The University Sales Center Alliance has designated Professor Ingram as a Distinguished Sales Educator for his long-term contributions to sales education. Tom has served as the editor of the Journal of Personal Selling & Sales Management, chair of the SMEI Accreditation Institute, and as a member of the Board of Directors of SMEI. He is the former editor of the JOURNAL OF MARKETING THEORY & PRACTICE. Tom�s primary research is in personal selling and sales management. His work has appeared in the JOURNAL OF MARKETING, JOURNAL OF MARKETING RESEARCH, JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, and the JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, among others. He is the coauthor of one of the ��Ten Most Influential Articles of the 20th Century�� as designated by the Sales and Sales Management Special Interest Group of the American Marketing Association.
Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Marketing at the University of Louisville. His research is published in many journals, including the JOURNAL OF MARKETING, JOURNAL OF MARKETING RESEARCH, JOURNAL OF THE ACDEMY OF MARKETING SCIENCE, among others. He has co-authored MARKETING; PRICIPLES & PERSEPCTIVES 5E, SALES MANAGEMENT: ANALYSIS AND DECISION MAKING 9E, PROFESSIONAL SELLING: A TRUST-BASED APPROACH 4E, STRATEGIC LEADERSHIP: BREAKTHROUGH THINKING FOR BREAKTHROUGH RESULTS, and THE PROFESSIONAL SELLING SKILLS WORKBOOK. LaForge has served on the board of many organizations, including as Vice President/Marketing for the Academy of Business Education; Vice President of Marketing, Teaching, and Conferences for the American Marketing Association Academic Council; and as Chair and Vice Chair for Awards and Recognition for the American Marketing Association Sales Interest Group. Buddy has received a number of awards to include the Outstanding Sales Scholar Award from Mu Kappa Tau, Special Recognition Award from the American Marketing Association Sales SIG, Top Thirteen Faculty Favorites at the University of Louisville, Distinguished Scholar Award from the Research Symposium on Marketing and Entrepreneurship, Distinguished Sales Educator Award from the University Sales Center Alliance, Undergraduate Teaching Award from the College of Business, Faculty Favorite Award from REACH Ambassadors, Beta Alpha Psi Outstanding College of Business Faculty Award, James M. Comer Award from the Journal of Personal Selling and Sales Management, Gerald E. Hills Best Paper Award from the American Marketing Association Entrepreneurial Marketing SIG, Sales Excellence Award from Louisville Sales Leaders, College of Business Student Council Faculty-of-the Year Award, Lifetime Achievement Award from the American Marketing Association Sales SIG, Lifetime Achievement Award from the Global Research Symposium on Marketing and Entrepreneurship.
Ramon A. Avila (Ph.D., Virginia Tech University) is the George and Frances Ball Distinguished Professor of Marketing at Ball State University. Before coming to Ball State, he worked in sales with the Burroughs Corporation. He has held two visiting professorships at the University of Hawaii and another at the Kelley School of Business at Indiana University. Dr. Avila was awarded the 2009 University Sales Center Alliance Distinguished Sales Educator. In 2003, Avila earned Ball State�s Outstanding Faculty Award. In April 2002, he received a Leavey Award. This award was given for innovati