ABOUT THE AUTHORS
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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.