Journal of Personal Selling & Sales Management
Scope & Guideline
Championing Excellence in Personal Selling and Sales Leadership
Introduction
Aims and Scopes
- Salesperson Behavior and Performance:
 Research exploring the behaviors of salespeople, including adaptive selling, negotiation strategies, and the impact of personality traits on sales performance.
- Sales Management Practices:
 Studies focusing on the strategies and practices of sales management, including team dynamics, leadership styles, and the integration of technology in sales processes.
- B2B Sales Dynamics:
 Focus on business-to-business sales interactions, including buyer-seller relationships, trust-building, and the implications of competitive intelligence on sales performance.
- Digital Transformation in Sales:
 Examination of how digital technologies are reshaping sales practices, including the use of AI, social media, and the implications of digital channels on salesperson effectiveness.
- Sales Training and Development:
 Research on the development of sales forces, including training methodologies, skill enhancement, and the role of organizational culture in shaping salesperson capabilities.
- Customer Relationships and Engagement:
 Exploration of the nature of customer relationships, including rapport building, customer engagement strategies, and the influence of salesperson behaviors on customer loyalty.
Trending and Emerging
- Integration of Technology in Sales:
 There is a growing emphasis on the role of technology, including AI and machine learning, in enhancing sales processes and decision-making, indicating a trend towards data-driven sales strategies.
- Salesperson Well-being and Mental Health:
 An emerging focus on the well-being of salespeople, exploring how factors like burnout, job satisfaction, and mental health influence sales performance and turnover.
- Agility in Sales Practices:
 Research is increasingly highlighting the importance of agility and adaptability in sales strategies, particularly in response to market changes and customer needs.
- Sustainability in Sales:
 An emerging theme around sustainability practices within sales, reflecting a broader societal shift towards environmentally conscious business practices and their implications for sales strategies.
- Collaborative Selling and Team Dynamics:
 There is a trend towards studying collaborative approaches to selling, including team selling dynamics and the impact of leadership on sales team performance.
Declining or Waning
- Traditional Sales Techniques:
 There is a noticeable decline in research focused on conventional sales tactics as the field shifts towards more modern, technology-driven approaches to selling.
- In-person Sales Interactions:
 With the rise of digital sales channels, the emphasis on traditional face-to-face selling interactions has decreased, reflecting a broader trend towards online and remote selling.
- Static Sales Strategies:
 Research that advocates for static or one-size-fits-all sales strategies is becoming less relevant as the journal increasingly promotes adaptive and situational approaches to selling.
- Sales Performance Metrics:
 There has been a reduced focus on traditional performance metrics, as newer studies emphasize holistic approaches to evaluating salesperson effectiveness that consider well-being and customer relationships.
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