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George
W. Dudley
Noted
behavioral scientist and author, George
W. Dudley, has degrees in research psychology
from Baylor University and the University
of North Texas. He began working with psychological
assessments while serving in the U.S. Marine
Corps, and for many years directed the Field
Testing & Research department of a Fortune
500 financial services company. His ground-breaking
studies of sales call reluctance, begun
in the mid 1970’s, have been featured
in popular and professional media including
CNN, The Financial Times of London, The
Australian, European Association for Behavioural
and Cognitive Therapies and the Society
for Industrial and Organizational Psychology.
He is the principle author of the seminal
textbook, The Psychology of Sales Call Reluctance,
an international best seller for over 15
years. A gifted teacher, he has been a featured
platform speaker at many industry and professional
conventions including the Million Dollar
Roundtable and the Singapore Association
of Life Underwriters. His scientific studies
such as “Where In the World Can You
Find An Honest Salesperson?” and “What
Really Motivates Salespeople: A Multi-Nation
Comparison” have generated worldwide
interest. He is married and lives in the
Dallas area with his wife, scientist Carol
A. Dudley, who has published research in
physiology and genetics.
John
F. (Jeff) Tanner, Jr.
John
F. (Jeff) Tanner Jr., Ph.D., is professor
of marketing and the research director for
Baylor
University’s Center for Professional
Selling. Prior to entering academia,
he spent eight years in marketing and sales
with Rockwell International and Xerox®
Corporation. He is the author or co-author
of numerous published research papers related
to salespeople and their profession. He
is a leading expert in Customer Relationship
Management and is frequently invited to
lecture on a range of subjects including
effective exhibit marketing, modern sales
selection, and global sales performance
issues. His curriculum design efforts have
won national acclaim, including the Southwest
Business Dean’s Innovation Award.
Dr. Tanner is co-author of Selling: Building
Partnerships one of the most popular university
level textbooks on professional selling.
Internationally noted, Dr. Tanner has taught
account management and sales courses to
executives and business schools in many
countries including France, Trinidad, Canada,
Mexico and India. Dr. Tanner lives on a
farm in Waco, Texas where he breeds horses
and writes a column on sales management
issues for Sales and Marketing Strategies
& News. |
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“Research
based….a good read...cold, hard realities
about the profession of sales.” -
Paul Nelson, Business Unit Executive, Global Industries
Sales, IBM (Dallas)
“…a
veritable godsend for those in marketing and sales.
The authors have cut through currently fashionable
attitudes and jargon with great precision—a
most profitable read.” -
Max Weismann, Center for the Study of The Great
Ideas
“A
valuable contribution….it’s about
time someone said it!” -
Don Bradmore, Senior Lecturer (ret.), Department
of Marketing, Faculty of Business and Economics,
Monash University, Australia
“Explains
why we have so many great relationship-builders…
with poor sales results….and why so many
salespeople struggle so hard to be accepted they
forget the primary reason for making contact-
to ethically represent our products and services
to prospective buyers.”-
Philip Seah, Dir., Agency Development (Insurance),
Prudential Corporation, Asia, Hong Kong
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