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Abstract Submission

Abstract submission is now closed. We are currently reviewing submissions and authors of accepted papers will be notified by Friday 17 January 2020.

Abstract format

  • No longer than 500 words, excluding all references and titles
  • Times New Roman font 12pt
  • Double spaced
  • PDF or Word
  • Please include a title page with title of paper, authorship and author contact details (abstract to start on page 2).

Please send all abstracts to by Friday 10 January 2020.

Scholars and practitioners with research interests in the broad area of sales force productivity are warmly encouraged to submit abstracts of their research for presentation at the conference. We would also welcome innovative special session proposals. We encourage a wide range of topics; normative, methodological, and empirical papers are all welcome. Submissions that provide valuable insights for practitioners or stimulate new ideas will be given priority. We have no restrictions on publishing your research at any journal. Some illustrative topics are provided below, but we encourage submission of any excellent research from all domains, which is clearly relevant to and / or has implications for sales force productivity.


Illustrative topics
Measurement and metrics for sales force productivity

Design, introduction, use of CRM systems or other sales force automation

Outside, inside, hybrid sales organizations Digital transformation of sales
The value of sales representatives Design of selling teams
Sales force strategy and changing sales models

Sales and marketing / operations integration

Frontline sales and service coordination

Sales force recruitment, training, career development

ROI of sales force investments

Improving the selling process

AI in selling

Customer / salesperson relationships

Global sales management tools

Sales manager behaviors / decisions

Design of sales force goals / incentives / compensation plans Sales force management tools