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Indiana University Bloomington

Center for Global Sales Leadership

Reputation

"The Center for Global Sales Leadership at IU makes a rare and important contribution to improving our knowledge of this vital business function."

Neil Rackham, author of Spin Selling and consultant to the world's leading corporations

Fresh Ink

Management of a Sales Force

by Rosann Spiro, William Stanton, and Greg Rich

Rosann Spiro

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.

Call for Papers

The seventh annual Global Sales Science Institute (GSSI) Conference will be held at Aalen University in Aalen, Germany on June 26-28, 2013. Dr. Rosann Spiro serves as the elected Chair of the GSSI.

GSSI is an international network formed in 2007 by both academics and practitioners involved in sales & sales management. Its intent is to build knowledge and practice within the sales & sales management areas around the globe. GSSI focuses on further advancing global collaboration in sales research, practice, and education.

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. The papers can range from theory development to concepts for measurements and modeling to testing propositions in empirical or experimental studies. Papers based on cross-cultural studies and having international implications are particularly welcome.

Involvement with University Sales Education Foundation Annual Research Grant Program

The Neil Rackham Research Grant Program, 2013

The overall mission of the Sales Education Foundation (SEF) is to promote the profession of sales and its role as the driving force to the economy. As part of that mission, the SEF proposes to fund high-quality research that deals with topics of importance to sales practitioners and researchers. To download the guidelines for submission click here. Dr. Rosann Spiro serves 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.