Journal of Personal Selling & Sales Management
Scope & Guideline
Elevating the Art and Science of Personal Selling
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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