Scholarship, Practice and Selling
Introduction
Scholarship & Practice in Sales & Sales Management: Reconciling the Two Worlds, Special issue of Industrial Mar Man, Edited by George J. Avlonitis and Nick Panagopoulos; Deadline 1 Jan 2009
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CALL FOR PAPERS
IMM Special Issue on Sales & Sales Management
The world of selling is rapidly changing due to relentless forces such as globalization of accounts, emergence of new markets, economic recession and information & communication technology advancements. Organizations are responding to these changes by rethinking their conventional approaches to the selling function. Recently, however, several distinguished scholars have expressed the sentiment that academic research in sales & sales management should more accurately reflect the problems that sales practitioners face and should provide actionable guidelines on how to effectively compete in such hyper-turbulent markets.
To stimulate the level of discourse on the aforementioned issues, the Industrial Marketing Management (IMM) is pleased to announce a Special Issue on "Scholarship & Practice in Sales & Sales Management: Reconciling the Two Worlds", which was the theme of the 2nd Global Sales Science Institute (GSSI) Conference, held in Athens from June 25-27, 2008. Submitted articles can relate to any topic within the realms of personal selling and sales management and can be either conceptual or empirical. However, we would especially like to encourage submissions related to the following topics:
- International or cross-cultural issues in sales & sales management
- Facilitating collaboration between sales practitioners & academics
- How the sales force is creating and delivering value to customers
- CRM strategies and the selling function
- Metrics and key performance indicators for the selling function
- ROI of sales programs and strategies
- Development of a customer-centric sales culture
- Managing selling teams
- Sales & sales management education in a globalized world
- Knowledge, skills, abilities and competencies needed for effective selling in B2B markets
- Psychological and behavioral theories of selling
- Providing effective sales leadership
- Leveraging sales technology
- Integration of sales with other functional units
To be considered for publication in the special issue a submission must be received by the Co-Editors no later than January 1, 2009. Manuscripts should be submitted electronically as an MSWord file attachment to an e-mail, following the standard IMM guidelines for authors, to both the following Special Issue Co-Editors: Professor George J. Avlonitis (avlonitis@aueb.gr) and Dr. Nick Panagopoulos (npanag@aueb.gr) as well as the IMM editor Peter LaPlaca (plaplaca@journalimm.com). Any questions related to the submission of articles in the IMM Special Issue should be directed to any of the Special Issue Co-Editors.