Sales Management and Personal Selling

… track invites papers that deal with new issues, topics, methodologies, theories, concepts, tools, models or applications in sales and selling. The track also takes in contributions exploring issues concerning the management of sales and the selling function. As such, the track is interested in work with a broad range of foundations. Work may be concerned with effective sales techniques, how customers react to salespeople, how managers can best design and manage an effective sales force, incentivisation, psychological issues, as well as models of the sales force and sales management. All relevant methodologies are considered appropriate, from conceptual thought and analytic models, through interpretive qualitative methods, and quantitative methods.

If your research would usually be considered for publication in the Journal of Personal Selling and Sales Management, this is the right track for your work even if you do not consider submitting your work to that journal.


Nick Lee, The University of Warwick

Florian Kraus, University of Mannheim