About the Authors

ROSANN L. SPIRO is a Professor of Marketing at the Kelley School of Business, Indiana University in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, Business-to-Business Marketing, International Marketing, and Managerial Research in Marketing. After receiving her undergraduate degree in Economics and an M.B.A. in Marketing from Indiana, she joined the Shell Oil Company as a Senior Analyst/Statistician in the Economics and Planning Department. She then moved on to the more exciting area of sales: as the first woman to become a Shell Oil sales representative, she sold a wide variety of products to major industrial accounts.

In 1973, when the national oil crisis caused a shortage of products to sell, Rosann returned to school, earning a Ph.D. degree in Marketing from the University of Georgia. She then taught at the University of Tennessee and subsequently moved to Indiana University. She also spent a year at the University of Arhus in Denmark as a Visiting Professor of Marketing and a semester as a Visiting Professor at I.E.S.E. in Barcelona. She has lectured at universities and institutes in western, central, and Eastern Europe as well as South Africa. Rosann is a well-known author whose work in marketing has appeared in numerous national and international publications. She won the Outstanding Article of the Year in the Journal of Personal Selling & Sales Management in 1996, 1986, and 1981. She is on the editorial review boards of the Journal of Marketing, the Journal of Personal Selling & Sales Management, and Marketing Management.

Currently Rosann is the Chairperson-Elect of the Sales SIG of the American Marketing Association. She has also served as President of the World Marketing Association and as Chairperson of the Board of the American Marketing Association as well as Vice President of the Education Division and as a member of the Advisory Board for the Business Marketing Division of AMA. Currently she serves on an advisory board to the U.S. Census Bureau. She is a frequent consultant to businesses and participates in national and international management development programs.

Outside of work Rosann enjoys her family, jogging, tennis, skiing, sailing, and reading.

__________________________________________________________________________________________________

 

WILLIAM J. STANTON is Professor Emeritus of Marketing at the University of Colorado in Boulder. He earned his M.B.A. and Ph.D. degrees at Northwestern University. For 35 years, Bill worked extensively with both undergraduate and graduate students at Colorado, developing teaching/learning materials and curricular programs.

As an extension of his teaching interests, he has worked in business and has taught in management development programs for sales and marketing executives. For many years he taught in management development programs sponsored by Sales and Marketing Executives-International, including the Field Sales Management Institute (for middle-level sales executives) and the Graduate School of Sales and Marketing Management (for top-level sales and marketing executives).

Bill also designed, coordinated, and taught in the first management development programs sponsored by Advanced Management Research for sales executives. He has served as a consultant for business organizations and has engaged in research projects for the federal government.

Bill has lectured at universities in Europe, Asia, Mexico, and New Zealand and has written various journal articles and monographs. One of his other books, a widely used principles of marketing text, has been translated into Spanish, Portuguese, Italian, and Indonesian; and separate editions have been adapted (with co-authors) especially for students in Canada, Australia, and Italy.

In a survey of marketing educators, Bill Stanton was voted one of the top seven leaders in marketing thought. Recently, he was awarded the AMA Sales SIG Lifetime Achievement Award. He is listed in Who's Who in America and Who's Who in the World. In his "spare"time, Bill thoroughly enjoys jogging, downhill skiing, gardening, and traveling.

 

GREGORY A. RICH is an Associate Professor of Marketing in the College of Business Administration at Bowling Green State University in Ohio. He earned his M.B.A. and Ph.D. degrees at Indiana University.

Greg has a passion for teaching undergraduate students - especially in the area of selling and sales management. He is the faculty advisor to the BGSU Sales and Marketing Club; and has served as coach and chaperone to his students at the National Collegiate Sales Competition at Baylor University every year since its inception in 1999. He has a special interest on the impact of the Internet and computer-related technology on the sales force. He has published articles in this area, and was one of the first academics to develop and teach a course on Internet marketing.

In his primary research focus, Greg applies the principles of leadership theory to the field of sales management. His publication record includes articles in a number of prestigious outlets, and he is a regular presenter at national marketing conferences. He is on the editorial review board of the Journal of Personal Selling & Sales Management.

Greg also serves as a frequent consultant to sales organizations. He offers workshops that provide sales managers with specific feedback on how they can be more effective leaders of their sales force. Before entering academe, Greg was employed in the video production industry as a copywriter/producer of television commercials and other projects, including sales training videos. He worked closely with clients from a wide variety of industries. Current leisure activities include running marathons, playing guitar, coaching little league baseball and watching ice hockey.