Gerald Manning is an international author, consultant, speaker, and successful businessperson. Professor Manning's book Selling Today: Partnering to Create Value, now in its fourteenth edition, is today's international number-one selling textbook on negotiations and partnering. With Chinese, Spanish, International English–Speaking, Canadian, Croatian, and U.S. editions, millions have profited from the strategies and tactics presented. He is the author of four additional books on management and sales, all published by large, international publishing companies. Gerald Manning also serves as a sales and marketing consultant to senior management and owners of more than 500 businesses, including both national and international companies. He appears regularly as a speaker at national sales and management conferences, and is featured regularly in training videos on sales and management.
Michael Ahearne is Professor of Marketing and C. T. Bauer Chair in Marketing at the University of Houston. He is also Executive Director of the Sales Excellence Institute (SEI). The SEI is widely recognized as the leading university-based sales institute in the world, training more than 2000 sales students, placing Ph.D. students at top research universities, and working with more than 200 major corporations annually. He earned his Ph.D. in Marketing from Indiana University. He has also served on the faculty at the University of Connecticut and at Pennsylvania State University. In addition, he has lectured internationally about sales and sales management in such countries as Austria, Belgium, France, Germany, India, Italy, Russia, and Spain.
Barry Reece is Professor Emeritus at Virginia Polytechnic Institute and State University. Prior to joining the faculty at Virginia Tech, he held faculty positions at Ellsworth Community College and the University of Northern Iowa. Over the years, he has served as visiting professor at the University of Iowa, University of Missouri, University of Nebraska, University of Colorado, and Wayne State College. He is the author or co-author of six college textbooks that have been through a total of 40 editions since 1980.
Herb MacKenzie is currently an Adjunct Professor of Marketing at the Goodman School of Business, Brock University, in St. Catharines, Ontario. He has taught in the undergraduate, graduate, and executive education programs at universities in Canada, Europe, and the Middle East, and has been consulting to both private- and publicsector businesses since 1985. He has more than 15 years of industrial sales and sales management experience and has published many cases, conference proceedings, and articles in the areas of sales management, buyer-seller relationships, and distribution channel management. He has authored and co-authored more than 20 textbooks on introduction to business, personal selling, sales management, and marketing, and has edited five Canadian marketing casebooks. He has been recognized by his students as Professor of the Year and Marketing Professor of the Year, and was twice the winner of the Faculty of Business Faculty Award of Excellence.
