Sales Management - Science topic

Dear Colleagues and Researchers,

Greetings!

I'm currently editing a book titled “Building Business Knowledge for Complex Modern Business Environments” with IGI Global and would like to invite you to contribute to the book by submitting your Chapters. Here is the link, and below you will find the deadlines.

This book serves as a comprehensive guide to essential components necessary for navigating the complexities of contemporary business landscapes. It delves into crucial aspects such as strategic planning, financial management, technological integration, marketing strategies, and sustainable practices. Through detailed analysis and practical examples, the book offers insights into the dynamic interplay of these elements and their significance in achieving business success in today's rapidly evolving global marketplace. It caters to entrepreneurs, business professionals, educators, and students seeking a thorough understanding of fundamental principles essential for thriving in the modern business environment. The aim of this book is to empower individuals and organizations with the knowledge and tools necessary to navigate the complexities of modern business environments effectively.

The book also contributes significantly to the research community by synthesizing current knowledge and best practices in various fields related to business essentials. It offers a comprehensive overview of essential topics, providing researchers with a foundational understanding to explore deeper complexities and emerging trends within specific areas of interest. Additionally, the book may inspire further research inquiries into the intersectionality of business essentials with emerging technologies, socio-economic factors, and environmental sustainability, fostering interdisciplinary collaboration and innovation within the academic community.

1. Vision and Strategy.

2. Effective Organizational Leadership.

3. Financial Management.

4. Business Analysis and Excellence.

5. Business Ethics.

6. Sales and Marketing.

7. Business Sustainability and Diversity.

8. Human Resources, Culture, Team Building, and Talent Management.

9. Customer Experience Management and Engagement.

10. Marketing Management.

11. Engineering Management.

12. Project and Portfolio Management.

13. Risk Management and Governance.

14. Quality Management.

15. Entrepreneurship and Innovation.

16. Technological Integration and Artificial Intelligence (AI) Applications.

17. Operational Efficiency.

18. Supply Chain and Procurement Management.

May 19, 2024: Proposal Submission Deadline June 2, 2024: Notification of Acceptance August 11, 2024: Full Chapter Submission September 22, 2024: Review Results Returned October 20, 2024: Final Acceptance Notification October 27, 2024: Final Chapter Submission

Best Regards,

Dr. Ahmed Sedky

Dear professors/researchers,

My name is Nicola Bombonato, currently enrolled in the Msc in Marketing Management at Bocconi University (Milan, Italy), nice to meet you!

I am looking for some academic literature regarding sales team performance, since I want to develop a research thesis in this field. In particular I am interested in analysing the effect of the group dimension and its impact on the sales team performance.

Do you have any academic articles to suggest?

Thanks in advance for your help.

Kind Regards

Nicola

Someone by nature a skilled trader, and someone will never be able to master it? Where is it better to get such knowledge: in special schools or courses or on personal experience working in a commercial company?

Greetings All,

I am going to teach "Sales Management" Course for undergraduates level 3 and 4, therefore I am looking for a textbook with recent concepts, up-to-date examples, and easy-to-follow text. The textbook should facilitate the gradual knowledge building for students.

I have narrowed down my list to 2 textbooks but I still need to choose only one to be used as the main reference for the course. They are as follows:

1. Selling and Sales Management 10th ed.

Author:David Jobber; Geoffrey Lancaster.

Pearson, 2015.

2. Sales Management : Analysis and Decision Making, 9th ed.

Author:Thomas N Ingram; Raymond W LaForge; Ramon A Avila; Charles H Schwepker Jr; Michael R Williams.

Taylor and Francis, 2015.

It would be highly appreciated to hear from those who have taught/ teach a similar class and grad level about these 2 options and which one they think is better to use.

However, I am open for any other suggestions but the textbook should be 2015 and above and suitable to be used as a main reference by the undergards.

Last note, I am look for a "Sales Management" not a "Personal Selling" textbooks.

Thanking you in advance.

Working on the competency model for sales manager. I couldnt find any relevant research about the key/core traits and skills correlated with sales manager`s effectiveness.

I am studying reasons of attrition among pharmaceutical sales representatives. One of the major reason observed is 'non cooperation of immediate supervisor'. One HR expert suggested to include 'Superordination and Role centrality' in the study.

Most of KPI on electronic retailers tend to deal with consumer atraction and retention; but i can't find equivalents in electronic retail that could provide the manager with  a clear profit vs costs image. What would be the sales-per-square feet average equivalent?

I`m working on the correlations between organizational culture and sales productivity, so it would be great to have different views about "sales productivity".

Is it just sales / vendor?, or EBITDA / vendor? are there any differences among industries?

National Furniture Company (NFC) is the manufacturer of home and office furniture. Currently they are in financial crisis and after an inquiry it was found that the problem occurred due to inaccurate demand forecast. The sales manager, who is responsible for the demand forecast was also contacted for explanation. At the other hand sometimes organizations have to spend huge money in holding the inventory which ultimately brings losses to the company.

Nepal has been recently hit by a devastating earthquake which was followed by almost 300 aftershocks above 4 on Richter Scale killing about 10,000 people and damaging millions of US dollars. Now, it is relevant and important to study how sales function can be revived in post-disaster marketing management. Could you please suggest me factors considerable in this regard and relevant research papers/ articles?

Brand and sales to be differentiated on studies related to products and services of SMEs. 

I need to describe current sales strategies and methods used by companies on industrial markets. Also I need to explain views development in this field.