Emily C. Tanner

Emily C. Tanner is a faculty member at the College of Business and Economics where she teaches courses in professional selling. Her research focuses on the formation and management of marketing relationships and the outcomes associated with strong relationships. She explores marketing relationships across multiple contexts in three primary research streams: role of emotion in marketing relationships, implications of public policy on relationships and implications of relationship termination. Before her Ph.D., Dr. Tanner was the Director of Healthcare Sales at Research Now. She was involved in building the healthcare research department and was heavily involved in managing and marketing of the healthcare-related marketing research panels. Education • Ph.D., Oklahoma State University • B.B.A., Texas Christian University

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Sales Force Management (Coursera)

The second course in the Sales Operations/Management Specialization, Sales Force Management covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople to perform the tasks critical to an [...]
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Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues (Coursera)

In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales [...]
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Account Management & Sales Force Design (Coursera)

The first course in the Sales Operations/Management Specialization, Account Management & Salesforce Design aims to introduce learners to a variety of sales methods. Students will gain knowledge on steps in strategic planning and sales management, responsibilities of a sales manager, kinds of sales operations, a recap of the personal [...]
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Compensation, Expenses and Quotas (Coursera)

This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales [...]
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Sales Operations: Final Project (Coursera)

In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for [...]
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