Research & Publications
Our faculty members are changing the way sales is done. Until now, much of what professional sales people considered knowledge of the sales process has been based on opinion rather than facts, while many sales professionals used techniques that were based on inaccurate information.
The Center for Global Sales Leadership hopes to generate the practical knowledge that will validate real principles behind successful selling, including training and management of large sales forces. As the Center helps to bridge understanding between theory and practice, students, researchers, corporations, and practitioners will all benefit.
Our faculty publish their sales-related findings in some of the world's most prestigious journals, including Marketing Science, Journal of Personal Selling & Sales Management, and Journal of Marketing.
The sixth annual Global Sales Science Institute (GSSI) Conference will be held at Turku University of Applied Sciences in Turku, Finland on June 13-15, 2012. As technology continues to flatten the global marketplace, instantaneous access to information prompts business and consumers to engage with products and companies at higher levels. Such increased involvement coupled with opportunities to co-create value during the sales exchange results in a society that is more fully participative in the sales process. Moving far beyond the exchange of goods and services, the co-creation of value during the sales and communications processes has challenged traditional views of selling and creates new opportunities for sales research, practice and education.
Neil Rackham, a pioneer in sales research and a sales thought leader, has offered $15,000.00 for USEF to distribute for quality sales research. Grants will be provided in three categories: dissemination, innovation and relevance to industry. Drs. Rosann Spiro, Bart Weiss and Ajay Kohli assisted by outlining the parameters for consideration and will serve on the committee to determine the recipients.
Calling All Faculty Members
The Center sets aside funding dedicated to supporting faculty research about the sales and marketing field. We encourage all Kelley faculty members to contact us for more information about how we can work together to really bridge the gap between academic theory and real-world practice.