Leaders in Selling and Sales Management: Lee A. Iacocca |
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| Authors: | William F. Crittenden Kathleen Kelly |
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| Affiliation: | 1. Lawrence B. Chonko is the Holloway Professor of Marketing at Baylor University. He has published in Journal of Marketing, Journal of Marketing Research, Academy of Management Journal, Journal of Personal Selling and Sales Management, Journal of Business Research, and Journal of the Academy of Marketing Science among others. His research and consulting interests are in ethics, marketing and sales management and trade shows.;2. John F. Tanner, Jr. is an Assistant Professor of Marketing. His research has appeared in this journal as well as the Journal of Marketing, Journal of Business Research, Journal of Business and Industrial Marketing, and others. He is also co-author of Sales: Building Partnerships and Managing Salespeople.;3. William A. Weeks is the Director of the Center for Professional Selling. His research has appeared in the Journal of Business Research, Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science among others. He actively consults in the area of Marketing Plan Development. In addition to offering sales and sales management training, he also develops and staffs training programs for corporations. |
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| Abstract: | Solid product knowledge and an absolute love for selling have propelled Lee A. Iacocca into the business-world spotlight. Although detractors may criticize some of his corporate management skills, and he personally admits to his share of mistakes (Ingrassia & Stertz 1990), few can doubt the selling and sales management skills of Iacocca. Although much has been written about Iacocca, this article will focus on his specific contributions to the sales discipline. |
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