Sales and Selling Management

Track Title: Sales and Selling Management

Track Chair: Brian Rutherford, Purdue University, brutherf@purdue.edu

Track Description:
Given advances in technology, a variety of technological options are available for firms in reaching their customer base, providing tools to the sales force, and communicating both within and outside of the organization. Developing our understanding of successful and unsuccessful implementations of technology is important. This track seeks manuscripts focused on the implementation and use of technology within the fields of marketing and sales force management.

Suggested topics include (but are not limited to):

  • Using technology to communicate with customers
  • Sales Force Automation
  • Customer Relationship Management
  • Technology failure in business
  • Technology success in business
  • Comparing technology use and adaptation of business-to-business and retail salespeople