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CALL FOR PAPERS –

EXTENSION to SEPTEMBER 30

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

The Evolution of Professional Selling Through the Digital Marketing Age: Social Media, Content Marketing, and Sales Analytics

Submission deadline: September 1 September 30, 2015

Professional selling is evolving as salespeople and sales managers adopt and integrate digital marketing strategies within the practice of selling. Salespeople may utilize social media, content marketing, and sales analytics to improve performance through better communication, personal brand building, lead generation, and data analysis. The sales academy has begun researching these areas; however, additional research is certainly warranted.

This special issue seeks to publish high-quality research addressing issues related to how professional selling is evolving in an environment that includes public communication channels (social media), personal brand building and ultra-passive lead generation (content marketing), and a wealth of data generated by these tools and CRM systems. Papers focusing on theoretical advancement or application are welcome. Possible topics include, but are not limited to:

• The role of social media in b2b selling
• Diffusion of social media in b2b selling
• How the public nature of social media influences buyer-seller communication
• Impact of social media on buyer-seller trust
• Content marketing (e.g., creating non-sales oriented white papers for distribution via the web) as a salesperson tool to establish thought leadership
• How and to what extent salespeople and sales managers are using sales analytics

Submission Information

Manuscripts should be prepared in accordance with Journal of Selling author guidelines found at Papers should be emailed directly to the special issue editor:

Scott A. Inks, PhD
Associate Professor of Marketing
Director, H.H. Gregg Center for Professional Selling
Ball State University
sinks@bsu.edu 765.285.5119

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