Journal of Personal Selling & Sales Management

Scope & Guideline

Advancing Sales Knowledge for Tomorrow's Leaders

Introduction

Welcome to the Journal of Personal Selling & Sales Management information hub, where our guidelines provide a wealth of knowledge about the journal’s focus and academic contributions. This page includes an extensive look at the aims and scope of Journal of Personal Selling & Sales Management, highlighting trending and emerging areas of study. We also examine declining topics to offer insight into academic interest shifts. Our curated list of highly cited topics and recent publications is part of our effort to guide scholars, using these guidelines to stay ahead in their research endeavors.
LanguageEnglish
ISSN0885-3134
PublisherROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD
Support Open AccessNo
CountryUnited Kingdom
TypeJournal
Convergefrom 1981 to 2024
AbbreviationJ PERS SELL SALES M / J. Pers. Sell. Sales Manag.
Frequency4 issues/year
Time To First Decision-
Time To Acceptance-
Acceptance Rate-
Home Page-
Address2-4 PARK SQUARE, MILTON PARK, ABINGDON OX14 4RN, OXON, ENGLAND

Aims and Scopes

The Journal of Personal Selling & Sales Management focuses on advancing the field of sales research by exploring the dynamics of personal selling and sales management practices. The journal aims to provide a platform for empirical and theoretical studies that contribute to the understanding of sales processes, salesperson behaviors, and management strategies.
  1. Salesperson Behavior and Performance:
    Research exploring the behaviors of salespeople, including adaptive selling, negotiation strategies, and the impact of personality traits on sales performance.
  2. 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.
  3. 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.
  4. 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.
  5. 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.
  6. 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.
The Journal of Personal Selling & Sales Management has seen a shift towards innovative and contemporary themes in sales research, reflecting the evolving landscape of the sales profession.
  1. 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.
  2. 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.
  3. 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.
  4. 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.
  5. 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

While the journal has consistently focused on various aspects of personal selling and sales management, certain themes appear to be waning in prominence based on recent publications.
  1. 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.
  2. 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.
  3. 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.
  4. 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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