Call for Papers
Journal of Peronal Selling and Sales Management
Special Issue on “Enhancing Sales Force Productivity”
The Journal of Personal Selling & Sales Management (JPSSM) is pleased to announce and invites research article submissions for a Special Issue on Enhancing Sales Force Productivity that is scheduled for publication in Spring, 2008. JPSSM is the premier international journal that is devoted exclusively to the publication of peer-reviewed articles related to personal selling and sales management.
Special Issue Background Information
The quality, quantity, deployment and motivation of sales force effort significantly affect both the top and bottom lines of companies in many industries where personal selling is the primary form of marketing promotion. In practice, as the management of customer accounts and relationships becomes more complex and demanding, there is renewed emphasis on optimizing the productivity of sales force investments. In response, new theoretical and empirical research to improve understanding of evolving sales force productivity issues as well as models, metrics, and methodologies to aid related management decisions are urgently needed. The purpose of this special issue of JPSSM on Enhancing Sales Force Productivity is to engender such new research. Research based on economic theories as well as normative, methodological and empirical research papers related to this area are all welcome. Authors who wish to submit papers to this Special Issue of JPSSM are encouraged to also submit their work for presentation at a Conference that is being organized on the same topic at the University of Missouri – Columbia on April 21-23, 2006 (see separate Call for Papers for the Conference on “Enhancing Sales Force Productivity”).
Examples of Topics Suitable for the special Issue Include:
- Sales force strategy and organization
- CRM strategies and optimal sales resource allocation
- ROI of sales force automation investments
- Role and ROI of sales force effort in companies’ promotion mix
- Competitive selling strategies
- Long-term effects of personal selling
- Developing new sales force productivity metrics
- Forecasting sales and goal-setting
- Optimal design of selling teams
- Models for strategic account management
- Optimal design of sales force compensation plans
- Dynamic effects and ROI of sales force motivation programs
- Models for enhancing marketing-sales integration
- Pricing delegation to the sales force
- Coordination of operations-sales force interfaces
- Optimal strategies for sales force recruiting, training, and promotion
Submission Information
The deadline for submission of manuscripts is September 15, 2006. Papers must follow JPSSM Guidelines for Authors; see: http://jpssm.org/submsinf/initial_submission.htm.
Manuscripts will go through the regular JPSSM review process. Only original papers not currently under review or published elsewhere may be submitted. Four hard copies of the paper should be submitted with a cover letter and an electronic version should be sent as a pdf file attachment to the Special Issue Editor:
Professor Murali K. Mantrala
438 Cornell Hall
University of Missouri – Columbia
Columbia, MO 65211
USA
Phone: (573) 884-2734
E-mail: mantralam@missouri.edu
The Editorial Board for this Special Issue includes Professors Sönke Albers (University of Kiel), Srinath Gopalakrishna (University of Missouri – Columbia), and Kissan Joseph (University of Kansas).
Last updated:
May 12, 2008
