AMA New Horizons in Sales Conference


New Horizons in Professional Selling & Sales Management: A Special Conference in Research, Teaching, and Practice, Orlando, 14-17 July 2007; Sponsored by the AMA Academic Council; Invitation to Attend

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Date:     Mon, 09 Apr 2007 18:09:52 -0400
From: "Greg Marshall" <>

New Horizons in Professional Selling & Sales Management:

A Special Conference on Research, Teaching, and Practice

Sponsored by the AMA Academic Council
Buena Vista Palace
Walt Disney World, FL
July 14 – 17, 2007


Greg W. Marshall
Crummer Graduate School of Business
Rollins College, Winter Park, FL

Ronald E. Michaels
Department of Marketing
University of Central Florida, Orlando, FL


Pre-registration ended April 1 ~ a very limited number of openings are now available to scholars interested in the field who may have missed prior announcements of the event.  Scholars outside the U.S. are highly encouraged to attend.


In July 1999, we hosted a significant conference event that brought together about 90 sales academicians and 10 top sales executives and consultants in Orlando in the form of a major consortium for selling and sales management faculty. As an academic community, sales scholars have not had an opportunity of that magnitude to re-gather and update the state of the field since that time. Such gatherings periodically are critical to continuing the identity, vitality, relevance, and growth of any subfield of marketing.

The Summer 2006 HBR special double issue on sales called attention to numerous areas of focus regarding sales/marketing interface and their respective roles in contributing to firm performance.  Because of the rapid and dynamic changes taking place in selling and sales management in both academe and industry, we have again decided to host a global sales/sales management consortium for academicians with interest in the field.  The program will include an exciting and informative mix of leaders from both academe and industry.

Connecting to the HBR special issue, a key theme of the 2007 event is the role of selling as it contributes to the performance success of modern organizations. There will be sessions on research, teaching, and application. Ample opportunity is provided for relationship-building and networking on an international scope among persons with shared interest in the field. And.the event has a reputation for including great evening fun as well in the Walt Disney World area attractions.

Among the specific featured topics of focus are the following:

  • challenges in the sales/marketing interface
  • new metrics in selling and sales management
  • the salesperson as an element of branding
  • implementing partnership models
  • top-to-top selling
  • selling as an element of IMC
  • how sales academics can best add value for sales practitioners
  • globalization of the selling function
  • opportunities and challenges in national and key account management
  • characteristics of high performance sales organizations
  • the sales organization as a source of competitive advantage
  • technology as a driver of sales effectiveness
  • multifunctional selling teams
  • best practices in teaching selling and sales management
  • the future of selling and sales management research, including "non-traditional" research methodologies and the challenges of field research

As with prior consortia, attendance is by invitation only. Pre-registration ended April 1, and we have a very limited number of openings available to scholars interested in the field who may have missed prior announcements of the event. If you are interested in attending, detailed information including instructions for making application to attend the conference is available on the conference Web site at

This event is priced as "all-inclusive" – that is, the price includes everything except airfare and ground travel to/from the Buena Vista Palace.  A special price is available for doctoral students.  And attractive hotel pricing is available before and after the event dates to allow attendees to bring the family for an extended vacation at Walt Disney World.  The Buena Vista Palace is a premier property in a fabulous location just across from the Downtown Disney complex in Lake Buena Vista, FL.

Flights to/from Orlando are very attractively priced during the July period, including from international locations.  We especially want to encourage sales scholars outside the U.S. to attend.


If you need more information about the event, please feel free to contact Greg or Ron directly at:

Greg Marshall

Ron Michaels