Robert J. Trulaske Sr., College of Business, University of Missouri

Call for Abstracts

Deadline for Abstracts: January 10, 2018

We encourage submissions of abstracts of research on a wide range of topics – normative, methodological, empirical models research papers on sales management and personal selling (see below). Submissions that provide valuable insights for practitioners or stimulate idea generation for new research will be given priority. Abstract Submissions should not exceed two double-spaced pages. We have no restrictions in publishing this research at any journal. The deadline to submit your abstract is January 10, 2018. Abstracts which arrive by this deadline will be peer reviewed through a double-blind process and authors of the papers that are accepted for presentation at the Conference will be informed by February 10, 2018. Abstracts should be emailed to:

Examples of topics suitable for the Special Conference include:

  • Sales force strategy and changing sales models
  • Outside, inside, and hybrid sales organizations
  • Value of personal selling and sales representatives
  • Lead management and managing the sales funnel
  • Frontline sales and service coordination and management
  • Sales force role in orchestrating B2B marketing
  • Optimal design of sales teams
  • Sales analytics and data-driven sales management
  • Value of new evolving AI-driven CRM systems
  • CRM strategies and optimal sales resource allocation
  • Role and ROI of personal selling in companies’ marketing mix
  • CSO role and impact on firm value
  • Competitive selling strategies
  • Developing new sales force productivity metrics
  • Optimizing sales goal-setting, compensation, and incentives
  • Models for effective strategic and global account management
  • Managing marketing-sales interfaces
  • Pricing and personal selling
  • Optimal strategies for sales force recruiting, training, promotion, and evaluation