Complete Story
10/14/2021
Daniel McQuiston, Ph.D.
Daniel is an Associate Professor Emeritus of Marketing from the Lacy School of Business at Butler University in Indianapolis. He has an MBA from Bowling Green State University and received his Ph.D. in Marketing from The Ohio State University. Before coming to Butler, Dan was on the faculty at Indiana University, and he also served as the Director of Executive Education at Butler. He is the founder and chairman of The McQuiston Group, a consulting, speaking, and sales development firm.
Dr. McQuiston's research and teaching interests have focused on industrial buyer behavior, personal selling, industrial branding, industrial channels of distribution, and marketing strategy. He has published articles in a number of journals as well as numerous trade publications. Dan has won several teaching awards at Ohio State, Indiana University, and Butler University as well as from several different executive development certification programs.
Dan has taught courses in the UID since 2011 and has also taught in the Certified Professional Manufacturer’s Representative Program (CPMR) since its inception in 1989. Dan has taught executive development programs for dozens of different groups on such topics as building better relationships, becoming a customer-driven organization, developing a strategic marketing plan, and implementing an effective sales strategy as well as consulting with a number of both service and manufacturing organizations. He has also conducted sales training programs for several different companies. During Dr. McQuiston’s tenure as Chair of the Marketing and Management Department at Butler the marketing curriculum was ranked 12th in the country by BusinessWeek magazine.
Dr. McQuiston has been a Visiting Professor of Marketing at the University of Notre Dame where he has taught marketing courses in their Executive MBA program and at Purdue University in the Krannert Executive MBA, Executive MBA in Agribusiness, Weekend MBA, and Business Analytics and Information programs. He has also taught executive development programs for the Kelley School of Business at Indiana University, the Mendoza College of Business at Notre Dame, and the Krannert School of Business at Purdue. On several occasions Dan has been a Visiting Professor in Marketing at the Helsinki School of Economics. He has also has taught executive education programs in Finland, Sweden, and Estonia for JOKO, the Executive Education arm of the Helsinki School, in Hungary for the Indiana University Kelley School of Business, in China for the English Language Institute of China, and in Chile and Argentina for the Mendoza College of Business at Notre Dame.
Bookstore
Selling Through Tough Times
Paul Reilly
As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
