Introducing Sales Management Courseware

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.

Dr. Nawar N. Chaker is an associate professor of marketing at the University of Tennessee with seven years of industry experience, primarily in sales roles. Nawar’s research focuses on salesperson performance and well-being, with publications in top marketing journals.