Sales Planning: From Budget to Ethics

Suzanne Bal's areas of teaching include personal selling, integrated promotions and sales management. Education • MBA, Saint Martin's University • Bachelor of Science, Marketing, The Ohio State University

Dr. Michael F. Walsh is the Department Chair and Associate Professor of Marketing at the John Chambers College of Business and Economics at West Virginia University. With a robust academic background, including a Ph.D. from the University of Pittsburgh, he teaches both graduate and undergraduate courses in marketing. His research interests center on consumer resistance to change and the intersection of marketing with public policy, with his work published in respected journals such as the Journal of Public Policy and Marketing and the Journal of Product and Brand Management. Prior to his academic career, Dr. Walsh accumulated over 20 years of experience in general management, advertising, and marketing, where he developed specialized communication strategies for various sectors.In addition to his teaching and research roles, Dr. Walsh has held significant positions in corporate marketing, including overseeing marketing activities for Buchanan Ingersoll, a law firm with a large network of attorneys, and serving as Senior Vice President at Ketchum Advertising. His contributions to the field have been recognized through numerous awards, including being named Educator of the Year by the Pittsburgh Chapter of the American Marketing Association in 2015. Dr. Walsh is also actively engaged in community service, serving on various boards and committees that promote business education and ethical practices.

Dr. Emily C. Tanner is an Assistant Professor of Marketing at the College of Business and Economics at West Virginia University, where she specializes in professional selling. Her research interests focus on the dynamics of marketing relationships, particularly the role of emotion, public policy implications, and the outcomes associated with relationship management. Dr. Tanner's work has contributed significantly to the understanding of how strong marketing relationships can be cultivated and maintained across various contexts. Prior to her academic career, she served as the Director of Healthcare Sales at Research Now, where she played a pivotal role in developing healthcare marketing research panels.Dr. Tanner holds a Ph.D. in Marketing from Oklahoma State University and a B.B.A. from Texas Christian University. She teaches several courses related to sales management and account management, helping students develop essential skills for success in the marketing field. Her extensive background in both academia and industry positions her as a valuable resource for students aspiring to excel in marketing.