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Global Perspectives in Sales

Introduction

Advancing Theory and Practice Across Borders, Special issue of the Journal of Personal Selling & Sales Management; Deadline 15 Jan 2026

INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: Calls: Journals

Posted by: Colleen McClure

Call for Proposals
JPSSM Special Issue

“Global Perspectives in Sales: Advancing Theory and Practice Across Bordersâ€

As international sales environments continue to evolve—driven by technological disruption, cross-border buyer-seller dynamics, and increasingly complex institutional contexts—we aim to advance this tradition by calling for research that not only engages international themes but also exemplifies cross-national collaboration in authorship, methodology, or implications.

This special issue aims to promote greater global engagement and diversity in sales research. With this in mind, authors are expected to push the boundaries of current sales research by offering novel theoretical, empirical, or methodological contributions grounded in international perspectives. Proposals must clearly articulate how they advance scholarship by identifying ongoing or emerging changes in the global sales environment and how best to navigate these shifts. In addition, authors with accepted proposals are encouraged to attend the 2026 GSSI conference in Ancona, Italy for targeted feedback.

Qualitative, quantitative, and conceptual research is welcome. Potential research topics include, but are not limited to:

  • Navigating cross-cultural challenges and opportunities in global sales
  • Adapting strategies for diverse buyer expectations
  • Recruiting and developing the next generation of sales talent
  • Salesperson retention, motivation, and well-being
  • Exploring boundary-spanning sales roles and cross-functional collaboration
  • AI and technology’s role in shaping future sales strategies and influencing buyer-seller relationships
  • Innovative sales training and education methods
  • Hybrid and remote sales team management
  • Sales enablement and the future of CRM and data analytics
  • Gender, diversity, and inclusion in sales careers
  • Buyer-seller relationship evolution in an omnichannel world
  • Sustainability and ethics in modern sales practice

Please address questions to the JPSSM Special Issue Guest Editors:

Submission Process for the JPSSM “Global Perspectives in Sales: Advancing Theory and Practice Across Borders†Special Issue

A two-step process will be undertaken for this JPSSM Special Issue, as follows:

Stage 1: Proposals

To be considered for the JPSSM special issue, authors MUST first submit a proposal. Proposals should be 1,750-2,000 words and provide sample references. Authors may include salient figures and tables, as needed. References, figures, and tables do not count against the word count. All proposals will be subject to editorial review. IMPORTANT – Full papers will NOT be considered at the proposal stage.

Proposal submissions will be evaluated by the JPSSM special issue Editorial Team, given the following criteria:

  1. International component. Does the proposed manuscript emphasize international relevance? This can include comparative or cross-cultural research designs, international datasets or multi-market sampling, author teams from multiple countries or institutions, or a contextualization of findings beyond a single national setting.
  2. Relevance. Does the proposed manuscript address a significant research area given the sales domain (broadly defined)?
  3. Novelty. Have the authors demonstrated that the proposed manuscript will introduce enough novel insight to advance (or ‘update’) the sales field in a meaningful way?
  4. Viability. Does the proposal show promise that a full manuscript: (i) can be developed clearly and compellingly, given (ii) the timeline and schedule below?
  5. Organization and Coherence. Does the proposal follow a logical structure? Does it read clearly?
  6. Agenda for Future Research. Does the proposal signal that the resultant paper will convey relevant implications and new directions for future research?
  7. Scope of Interest. Will the resultant manuscript be of acute interest to the JPSSM readership (academics and practitioners alike)?

Authors must adhere to a stringent timeline. Proposals should be submitted as a single document through the JPSSM website by January 15th, 2026.

Stage 2: Development of Accepted Proposals into Manuscripts

The Editorial Team will encourage some of the author teams to develop their proposal into a full paper. Authors will be informed of the decision on their proposal by March 1st, 2026. The accepted proposals will also receive suggestions and feedback from the JPSSM special issue Editorial Team. Timing, deadlines, and milestones are as follows:

  • January 15, 2026: Proposal submission deadline
  • March 1, 2026: Final decision on proposals; feedback on accepted proposals
  • June 4-6, 2026: Opportunity to present and receive feedback at the 2026 GSSI Conference in a special session
  • October 15, 2026: Initial manuscripts due
  • January 31, 2027: First round reviews returned to authors
  • May 31, 2027: Revised papers due
  • July 15, 2027: Second round reviews due
  • Additional Revision Rounds (as needed)
  • October 31, 2027: Completed manuscripts due to JPSSM Publisher