Sales Education Foundation

SALES RESEARCH

Sales Research

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 access.

Our commitment to Sales research is supported by the SEF/Neil Rackham Research Grant Program. In addition, other Sales research shared with SEF is posted below. We’ll post Calls for Papers/Proposals for conferences and special publications as well.  Please connect with us via our Questions and Suggestions feature below 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, $5,000 research grants have been awarded annually. Links to published papers appear below. Efforts have been made to ensure accuracy. Please note we do not list papers that require a fee. If you discover a non-working link or other issue, contact SEF.

Grant recipients by year:

2015 – Blake Runnalls
“Measuring and Evaluating Sales Training Effectiveness” Read the final report.

2014 – Raj Agnihotri
“Salesperson Ambidexterity and Customer Satisfaction: Examining the role of customer demandingness, adaptive selling, and role conflict”
Executive Summary | JPSSM

2013 – Drs. Nick Panagopoulos and Adam Rapp 
“Adaptive Sales Capabilities and Sales Performance.” Read the summary report.

2013 – Craig C. Chapman, Jeffrey Patrick Boichuk, Thomas J. Steenburgh, Michael Ahearne 
“Real Earnings Management in Sales”
Journal of Accounting Research

2012 – Mark P. Leach and Annie H. Liu 
“It ain’t over ’til it’s over: Evaluating Reacquisition Opportunities in Business-to-Business Markets”
Industrial Marketing Management

2011 – Zachary R. Hall, Michael Ahearne, & Harish Sujan
“The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions.”
AMA Journal link

 

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 papers for consideration at their conferences. See current open calls below:

  • ESPC – Enhancing Sales Force Productivity Conference Call for Submissions. Deadline January 10, 2018 More Information
  • GSSI 2018 – Global Sales Science Institute Call for Papers. Deadline January 10, 2018. More Information