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Training and Teaching Innovations: Sales Force and Sales Students Improvement

CALL FOR PAPERS
Journal of Selling – Special Issue
(Formerly the Journal of Selling and Major Accounts Management)

Deadline: February 1, 2015

Getting a sales team to reach their optimal potential requires clarity of goals, exceeding quotas, proper compensation, and a host of other elements. The ability to focus and harness their talents is a major challenge to the sales manager, but upper management as well. An endless string of emails, threats, rewards, an overuse of CRM systems have all been used in hopes of gaining improvements. But what really works? What have sales leaders found effective to enhance, inspire or motivate their teams? Similarly, what have professors found to be successful when creating the next generation of sales professionals while still in the classroom?

This special issue will feature cutting edge ideas for improving the sales force, or sales student. Innovations may focus on any aspect of sales force incentives, sales force management, coaching, motivation, student immersion, curriculum etc. Preference will be given to sales force oriented examples, but adept illustrations of classroom innovation are sought as well.

There is a 12-page double-spaced maximum, including references, tables and figures for each submission, comprehensive brevity is the goal. Use 12-point font, 1 inch margins. The following outline will assist authors in preparing a manuscript:

1. Outline the challenge that is facing the sales force/student.
2. Explain the innovation and how it was helps reach the desired goal.
3. Note what materials or budget would be needed to replicate this innovation in another company/classroom.
4. Delineate the results in as complete terms as possible (qualitative or quantitative).
5. Summarize obstacles that can be encountered and potential remedies.

Each electronic submission should contain two Microsoft WORD files (no PDFs please). The cover page document should include the title of the paper (upper/lower case), name, position and complete contact information for each author. The other document should contain just the manuscript without any author-identifying information. Please consult the Journal of Selling website () for details on formatting, references, tables or figures.

Submission Information

Manuscripts should be prepared in accordance with Journal of Selling author guidelines found at Papers should be submitted to the journal and identified as being directed to this special issue. Send them to:

Robert M. Peterson, Ph.D.
Editor, Journal of Selling
White Lodging Professor of Sales Northern Illinois University
peterson@niu.edu

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