William L. Cron is Professor of Marketing in the Edwin L. Cox School of Business at Southern Methodist University. He received his DBA from Indiana University. He has been an active teacher, trainer, researcher, and consultant in sales and sales management. His Research on a variety of sales and sales management topics has been published in the Journal of Marketing Research, Journal of Marketing, Journal of Personal Selling & Sales Management, Academy of Management Journal, Journal of Vocational Behavior, and Industrial Marketing Management, among other journals and proceedings. Professor Cron is a member of the Editorial Board for the Journal of Marketing, Journal of Personal Selling & Sales Management, and Journal of the Academy of Marketing Sciences.