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Dr. Larry Chonko

The Thomas McMahon Professor in Business Ethics
Business Ethics, Marketing and Sales Strategy
College of Business

UT Arlington Faculty

Professor Chonko is author or co-author of 15 books. He has also served as editor of the Journal of Personal Selling and Sales Management. Author of over 200 papers, his articles have appeared in leading journals including Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and the Academy of Management Journal. Throughout his career, Prof. Chonko has served as a consultant to industrial products, consumer products, service, and non-profit organizations. He has received several research and teaching awards and conducts research in the areas of professional selling, sales management, change management and ethics. He is the recipient of the American Marketing Association Sales Interest Group Lifetime Achievement Award for his work in selling and management of the sales force, the Circle of Honor award from the Direct Selling Education Foundation and the “Moon” Mullins Award for service to the Baylor University Bear Foundation.

Service Learning Class

Mark 3322 Personal Selling and Sales Management.

Students learn sales principles and skills required by today's professional salesperson. In the class, current approaches to a variety of selling and sales management challenges including making effective, persuasive, and ethical presentations and the impact of management activity such as motivation and performance evaluation of an effective sales force were discussed. Students Discussed the contributions of personal selling and sales management to the marketing process with focus on the strategic use of the sales force.

Academic Outcomes

Learn about the importance of the sales force to an organization’s marketing strategy and effectiveness; Improve communications skills: verbal, written, and listening; Enhance ability to work in teams; Define and discuss each component of the selling process; Practice each step of the selling process through role-play and in-class exercises; Learn some of the latest concepts concerning building and maintaining long-term professional relationships with clients

Service Learning Project

This exercise will focus on your development of a Marketing plan for Maverick athletics. It will emphasize some of the business and professional skills you must develop before you leave UT ARLINGTON. You will be presenting, as a consultant, bidding for all UT Arlington intercollegiate promotional activity. This means you will have to develop a working knowledge of Maverick athletics. This was a team assignment that requires crafting of various elements of a marketing/promotion plan and product proposal that you will use in your presentation to Maverick Athletics representatives.