Dawn Deeter-Schmelz

Department of Marketing
J.J Vanier Distinguished Chair in Business Administration for Relational Selling and Marketing
Faculty of Distinction
Director of the National Strategic Selling Institute

Office: 2127 Business Building


Mailing Address: 2121 Business Building
1301 Lovers Lane
Manhattan, KS 66506
Phone: 785-532-6880
E-mail: ddeeter@k-state.edu


Ph D, University of South Florida, 1996.
Major: Marketing
Supporting Areas of Emphasis: Psychology and Research Methodology

MBA, University of South Florida, 1993.
Major: Marketing

BS, Morehead State University, 1983.
Major: Clothing and Textiles
Supporting Areas of Emphasis: Fashion Merchandising

Areas of Teaching

Advanced Selling, Cooperation Selling, Fundamentals of Professional Selling

Areas of Research

Sales manager effectiveness, Managing generational differences, Cross-cultural sales relationships

Published In

Journal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Journal of Marketing Theory & Practice, Journal of Services Marketing, Journal of Business Logistics, among others

Research in Progress

Professionalism in sales, sales manager communication and delegation effectiveness, Selling teams, Resilience and technology preparedness in early-career salespeople