Sales specific research is needed to bridge the gap between academia and industry. Sales managers need easy access to published research where they can find best practices and solid methodology for dealing with their daily challenges. Until recently, this research has been challenging for practitioners to find.
SEF will provide links to SEF/Neil Rackham supported research and other research of interest. Included will be links for conference calls and requests for papers. Please connect with us if you’d like to see a paper added.
SEF/NEIL RACKHAM RESEARCH GRANT PROGRAM
According to Neil Rackham, “the time has come for new approaches to customer interaction.” Since 2011, three $5,000 grants have been awarded annually. Links to published papers appear below. Efforts have been made to ensure accuracy. If you discover a non-working link or other issue, please email SEF.
Grant recipients by year:
2014 recipient-Raj Agnihotri
“Salesperson Ambidexterity and Customer Satisfaction: Examining the role of customer demandingness, adaptive selling, and role conflict” View the Executive Summary. Click the JPSSM link
2013 recipients-Drs. Nick Panagopoulos and Adam Rapp
“Adaptive Sales Capabilities and Sales Performance.” Read the summary report here
2013 recipient -Craig C. Chapman, Jeffrey Patrick Boichuk, Thomas J. Steenburgh, Michael Ahearne
“Real Earnings Management in Sales” Click the Journal of Accounting Research link
2011 recipient-Zachary R. Hall, Michael Ahearne, & Harish Sujan
“The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions.” Click the AMA Journal link
2011 recipient-Dr. Beth Rogers
Portsmouth University-read The London Times article from Dr. Roger’s research, “Closing the sales skills gap with outsourcing” here
SALES RESEARCH PUBLISHED IN JOURNALS/MAGAZINES
Find links to published sales research of interest to professionals and academics below. We invite you to share your research with your colleagues and industry practitioners. Please email SEF.
POSTED – CALL FOR PAPERS
Many conferences offer researchers the opportunity to submit research proposals/papers for consideration at their annual events.
A listing of all upcoming Sales Competitions and other eventsGo to Page
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