Global Selling and Sales Management
Introduction
Global Selling and Sales Management, Special issue of Journal of Selling and Major Account Management, Edited by Ellen Bolman Pullins; Deadline 31 Aug 2011
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Call for Papers
Journal of Selling and Major Account Management
Special Issue: Global Selling and Sales Management
With the rapid increase in globalization of business, companies are increasingly interested in learning how they can effectively compete in the global marketplace. This is especially true for sales organizations, since the sales force is responsible for managing and maintaining accounts on a global level. Unfortunately, little research has focused on global account management, global sales management or cross-cultural selling. What little that has been done is mostly research conducted in well-developed Western-type societies. Such a situation means that our knowledge regarding how selling and sales management is conducted across cultures and nations is limited to certain contexts. In addition to the paucity of international selling and sales management studies, and the constrained contexts, there is a lack of theory development in this area, and a significant potential for the development of new constructs. Managers need guidance to proactively capitalize on the global selling opportunities.
Understanding how selling and sales management is being conducted in different places in the world and between different cultures would be both interesting and managerially valuable. We need to provide answers to questions that allow for global selling to be better serve customers and be more effective. Scholars also need to more clearly understand the underlying way in which international sales works (Panagopolous et al., forthcoming).
Manuscripts are invited for this special issue on “Global Selling and Sales Management”. Papers that provide sales-related insights for managers wishing to expand or improve global sales efforts are especially encouraged. Papers that provide important theoretical insights are also welcome. Possible topics include, but are not limited to:
- Global Account Management
- Adaptation of or differences in Salesperson Behaviors based on culture
- Ethical issues raised in international selling and sales management
- How cultural differences impact the sales negotiation and selling processes
- Sales force strategies: adaptation vs. standardization
- Compensation issues with international sales forces
- Recruiting & Training of international / multi-national sales forces
- Ex-pat sales force issues
- Utilizing local sales resources
- Cultural differences in leadership of the sales force
- International Sales-based CRM
Submission Information:
The deadline for submissions to this special issue is August 31, 2011. Papers should be submitted in accordance with JSMAM guidelines, found at Papers should be submitted to the special issue editor via email at:
Ellen Bolman Pullins, Special Issue Editor, ellen.pullins@utoledo.edu
College of Business Administration, MS 103, University of Toledo, Toledo, OH 43606