Call for Papers

Global Sales Science Institute 9th Annual Conference

Hiroshima, Japan
June 12 – 14, 2015

Sales Force Skill Development: How Can We Improve Selling Ability?

Today’s salesperson faces a multitude of tasks and requires a wide variety of skills. Yet the steps needed to provide salespeople with the right skills in a global economy are not clear. What skills are needed to be successful in today’s complex selling environment? How are companies developing these skills in their sales force members? As the sales role increasingly becomes more strategic, research is needed to understand the tactics and processes available to truly optimize sales force effectiveness

This topic, as well as related topics, will be explored at the upcoming 2015 GSSI Conference in Hiroshima, Japan June 12-14, 2015. Accordingly, the GSSI is seeking papers that deal with different aspects of sales force optimization and its relation to firm performance. The conference will have presentations of peer-reviewed papers, as well as panel discussions and invited keynote addresses by noted practitioners. All topics related to sales management and personal selling, are invited. Papers can range from theory development to concepts for measurement and modeling to testing propositions in empirical and experimental studies. Particularly welcome are papers based on cross-cultural studies and/or presenting international implications.

Deadline for Paper and Proposal Submissions:

PLEASE SUBMIT A FULL PAPER OR A FIVE – PAGE STRUCTURED ABSTRACT TO:
DAWN DEETER-SCHMELZ
CONFERENCE CO-CHAIR
ddeeter@k-state.edu
by February 1, 2014.



Conference Co-Chairs:

Kenichi Hosoi
Hiroshima University
of Economics
Kn-hosoi@hue.ac.jp
Kenneth Icihro Tsuye
Hiroshima University
of Economics
Ki-tsuye@hue.ac.jp
Dawn Deeter-Schmelz
Kansas State
University
ddeeter@k-state.edu