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Introducing Sales Management Courseware

Dr. Bryan Hochstein

Nawar Chaker

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About this webinar

Elevate your students’ mastery of modern sales practices with the latest Stukent courseware, “Sales Management: Leading People, Processes, and Performance”! Don’t miss this exclusive on-demand product launch event featuring the authors, Dr. Bryan Hochstein and Nawar Chaker. In just 15 minutes, they’ll walk through the courseware’s key components, including the table of contents, essential learning objectives, and the range of dynamic resources designed to engage students and enrich their learning experience.

Discover what makes this courseware unique and how it bridges the gap between theoretical concepts and the practical skills needed to thrive in today’s sales environments. Join us for this concise overview and learn how “Sales Management: Leading People, Processes, and Performance” can redefine your teaching and provide students with tools for impactful career success.

Meet your presenters

Dr. Bryan Hochstein

Associate Professor of Marketing

University of Alabama

Bryan W. Hochstein (Ph.D. Florida State University) is an Associate Professor of Marketing at the University of Alabama. Prior to his current role, Dr. Hochstein (Dr. H) was a sales executive with Time Warner Media. Dr. H is considered an academic thought leader on customer success management and sales topics, as such he regularly facilitates academic/industry discussions via thought leadership forums, industry conferences, and research interviews. Dr. H’s research appears in the Journal of Marketing, Journal of the Academy of Marketing Science, International Journal on Research in Marketing, Journal of Retailing, Journal of Service Research, Journal of
Personal Selling and Sales Management, Industrial Marketing Management, Journal of Business Research, Marketing Letters, Journal of Business and Industrial Marketing, Journal of Marketing Theory and Practice, and other leading outlets. From a teaching perspective, Dr. H teaches in and leads the University of Alabama’s Master-level Sales Leadership program.

In addition, Dr. H facilitates doctoral seminars and professional development courses. Dr. H is an author of the textbook “Marketing Strategy,” 8 th Edition (Cengage), which focuses on bringing together strategies to manage disruption and evolving market approaches in ways that improve firm financial performance outcomes. Bryan is also authoring a Stukent courseware that will include 12 chapters and a simulation on Sales Management. Dr. H and his family reside in Northport, Alabama, where they enjoy community, church, and university service opportunities.

Nawar Chaker

Associate Professor of Marketing

University of Tennessee

Nawar N. Chaker (Ph.D., University of Tennessee) is an Associate Professor of Marketing at the Haslam College of Business, University of Tennessee. He is also the Research Director of the Marketing Insights Program, where he engages and collaborates with corporate partners and other businesses. Prior to joining academia, he spent about seven years in industry, primarily in selling roles. Dr. Chaker’s main research interests revolve around understanding drivers of salesperson performance, emotions and well-being in sales, the salesperson/sales manager interface, cross-functional sales relationships, and frontline employee management. His research has appeared in the Journal of the Academy of Marketing Science, Production and Operations Management, Decision Sciences, Journal of Service Research, Journal of Business Ethics, Industrial Marketing Management, Journal of Personal Selling & Sales Management, and others. He is also a senior editor at the Journal of Personal Selling & Sales Management and an editorial review board member at the Journal of the Academy of Marketing Science, Industrial Marketing Management, Journal of Business, and Journal of Marketing Theory and Practice.

Dr. Bryan Hochstein

Associate Professor of Marketing

University of Alabama

Bryan W. Hochstein (Ph.D. Florida State University) is an Associate Professor of Marketing at the University of Alabama. Prior to his current role, Dr. Hochstein (Dr. H) was a sales executive with Time Warner Media. Dr. H is considered an academic thought leader on customer success management and sales topics, as such he regularly facilitates academic/industry discussions via thought leadership forums, industry conferences, and research interviews. Dr. H’s research appears in the Journal of Marketing, Journal of the Academy of Marketing Science, International Journal on Research in Marketing, Journal of Retailing, Journal of Service Research, Journal of
Personal Selling and Sales Management, Industrial Marketing Management, Journal of Business Research, Marketing Letters, Journal of Business and Industrial Marketing, Journal of Marketing Theory and Practice, and other leading outlets. From a teaching perspective, Dr. H teaches in and leads the University of Alabama’s Master-level Sales Leadership program.

In addition, Dr. H facilitates doctoral seminars and professional development courses. Dr. H is an author of the textbook “Marketing Strategy,” 8 th Edition (Cengage), which focuses on bringing together strategies to manage disruption and evolving market approaches in ways that improve firm financial performance outcomes. Bryan is also authoring a Stukent courseware that will include 12 chapters and a simulation on Sales Management. Dr. H and his family reside in Northport, Alabama, where they enjoy community, church, and university service opportunities.

Nawar Chaker

Associate Professor of Marketing

University of Tennessee

Nawar N. Chaker (Ph.D., University of Tennessee) is an Associate Professor of Marketing at the Haslam College of Business, University of Tennessee. He is also the Research Director of the Marketing Insights Program, where he engages and collaborates with corporate partners and other businesses. Prior to joining academia, he spent about seven years in industry, primarily in selling roles. Dr. Chaker’s main research interests revolve around understanding drivers of salesperson performance, emotions and well-being in sales, the salesperson/sales manager interface, cross-functional sales relationships, and frontline employee management. His research has appeared in the Journal of the Academy of Marketing Science, Production and Operations Management, Decision Sciences, Journal of Service Research, Journal of Business Ethics, Industrial Marketing Management, Journal of Personal Selling & Sales Management, and others. He is also a senior editor at the Journal of Personal Selling & Sales Management and an editorial review board member at the Journal of the Academy of Marketing Science, Industrial Marketing Management, Journal of Business, and Journal of Marketing Theory and Practice.

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to any simulation or courseware in our catalog.

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to any simulation or courseware in our catalog.

Sales Management Courseware

Sales Management Courseware

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