The Sales Review


The Russ Berrie Institute for Professional Sales announces a new journal called The Sales Review

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The Russ Berrie Institute for Professional Sales is pleased to announce a new journal – The Sales Review

Goal and scope:

The Sales Review’s goal is to be the leading source of relevant, thought provoking, rigorous research that will help individuals and organizations successfully address complex sales challenges in increasingly competitive markets.

The Sales Review (TSR) seeks to bridge the gap between research publications aimed purely at academic audiences and traditional sales-oriented, non-research based trade magazines aimed at practitioners. Its mission is to provide its readers with in-depth articles and other features that 1) build on solid research and experience, 2) focus on improving sales and sales management practice, and 3) written in a readable, non-technical format accessible to both practitioners and academics.

TSR’s primary target audience consists of sales executives, other senior executives, and sales professionals in organizations of all sizes and industries. Its secondary audience includes sales/marketing academics and their students.

Articles in TSR will focus on sales and sales management issues of critical importance to both practicing professionals and academic researchers including, among others:

  • improving sales force effectiveness,
  • finding and retaining top sales talent,
  • developing and managing strategic account management programs,
  • selling on the internet,
  • managing sales channels,
  • managing in flattened sales organizations, and
  • implementing and managing customer relationship management.


TSR will include work from sales professionals, academics, and leading business experts. TSR will publish:

  • managerially-focused articles that present the results of original research and analysis,
  • thought provoking perspectives that shed insight into the ever shifting field of sales and customer demands and how to respond,
  • rewritten versions of previously published sales articles in academic journals or proceedings that represent a substantially different article from the original and provides additional managerially useful advice,
  • articles based on an author’s recent book on a topic related to sales, again, if it differs from the original and provides additional managerial value and advice, and
  • reports that address industry/business surveys, analyses, or descriptions of new or revised business approaches as it relates to sales.

TSR will contain a number of different special sections. These include:

  • Op Ed Pieces – pieces responding to work in previous issues of TSR,
  • What’s Hot – short pieces discussing sales and sales management trends,
  • Feature Articles (approx. 6 per issue) – traditional in-depth, research-based articles as described above,
  • From the Trenches – actual detailed case study accounts of sales or sales management situations faced by a company or individual and how they were handled,
  • Sales Leaders – interviews with leading sales executives and experts on key developments/issues in sales,
  • Sales Tools and Best Practice – discussion of useful tools or examples of a firm or firms exhibiting best practice in sales,
  • Technology Updates – short pieces on sales, sales management, and business technology, and
  • Book Reviews – reviews of books of potential interest to sales professionals.

In addition, TSR will also occasionally publish:

  • Special Topic Issues, and
  • Focus on Industries Issues.

Editorial Operations:

The Russ Berrie Institute for Professional Sales of the Christos M. Cotsakos College of Business at William Paterson University in New Jersey will publish TSR quarterly. Submit all inquiries, correspondence, proposals, and articles for TSR electronically to the editor (email: Submit proposals and articles as Word attachments.

Prior to submitting to the journal, authors are required to submit a short proposal (3 page limit) outlining their article. The proposal must provide a description of the topic addressed in the paper and its general structure. Specifically, the proposal should address the following points:

  1. What is the main message of your proposed article?
  2. What is new, different, useful, or important about your message? Why would TSR’s readers want to read it?
  3. What are the implications of your article for the practice of sales, sales leadership, and/or strategic/global account management?
  4. What is the basis for your arguments/findings? What data, academic/ professional literature, or personal experience is there that supports your arguments?

The purpose of this short proposal is to 1) determine if the proposed article is appropriate for and of potential interest to TSR’s readers, and 2) to provide the author(s) with preliminary feedback to assist in writing the article.

As with any journal, by submitting an article to TSR the author(s) are making a commitment to have the article published in TSR if it is accepted. Authors submitting an article to TSR must agree not to submit the article to any other publication while it is under review at TSR. All articles submitted to TSR must be no more than 5000 words in length including references.

TSR uses a double-blind review process. The review process includes an internal review and then, pending the results of that review, a peer review. The Editors and/or members of the Editorial Review Board perform the internal review process. The internal review process determines whether the manuscript warrants being sent out for peer review. The peer review involves at least two reviewers with expertise in the paper’s topical area. To be accepted, both an editor and at least two reviewers must review a paper. The editor has final authority for the acceptance or rejection of any article and The Sales Review reserves the right at any point to not publish an article.

If accepted, authors of accepted papers must agree to work with TSR’s editorial staff to insure the paper meets TSR’s required standards for readability and accessibility.


  • Editor-in-Chief: David A. Reid, Executive Director, Russ Berrie Institute for Professional Sales, Christos M. Cotsakos College of Business, William Paterson University
  • Associate Editor: Robert M. Peterson, Chair, Department of Professional Sales, Russ Berrie Institute for Professional Sales, Christos M. Cotsakos College of Business, William Paterson University
  • Associate Editor: William J. Healy, Executive-in-Residence, Department of Professional Sales, Russ Berrie Institute for Professional Sales, Christos M. Cotsakos College of Business, William Paterson University

Editorial Review Board:

TSR’s Editorial Review Board is composed of both faculty and business professionals divided as follows:

Senior Advisory Board:

  • Ramon Avila, Ball State University
  • Jerry Colletti, Managing Partner, Colletti-Fiss, LLC (CF)
  • Lucette B. Comer, Purdue University
  • René Y. Darmon, ESSEC
  • Jim Dickie, Managing Partner, CSO Insights
  • William C. Moncrief, Texas Christian University
  • Judy Reeves, Executive Vice President Chief Operating Officer, NRT, Inc.
  • Jeffrey K. Sager, University of North Texas
  • Rosann L. Spiro, Indiana University
  • Howard Stevens, Chairman and CEO, Chally Group
  • Steven Weinman, Chairman of the Board, Summit Financial Resources, Inc.

Editorial Review Board:

  • Jim Banks, Principal, ShadeTree Technology
  • Michael P. Collins, Business Development Leader, D & B Enterprise Customer Group
  • Andrea L. Dixon, University of Cincinnati
  • Paolo Guenzi, University of Bocconi
  • Jule B. Gassenheimer, Rollins College
  • Jon M. Hawes, University of Akron
  • Tom Ingram, Colorado State University
  • Raymond W. LaForge, University of Louisville
  • Felicia G. Lassk, Northeastern University
  • George H. Lucas, US Learning, Inc.
  • Nigel F. Piercy, University of Warwick
  • Ellen Bolman Pullins, University of Toledo
  • Rosemary Ramsey, Wright State University
  • C. David Shepherd, Georgia Southern University
  • Patrick Schul, Kennesaw State University

Article Formatting Instructions:

Articles submitted to TSR must be consistent with the manuscript formatting instructions listed below.

  1. All manuscripts must be double-spaced, use 12 point Arial font, and use one inch margins (top, bottom, and sides) throughout the article.
  2. The first page of the article contains the title of the article along with the name and contact information (mailing address, phone number, fax number, and email address) of the author(s).
  3. The second page of the article contains an abstract of the article containing of between 100 – 150 words.
  4. The third page of the article begins the actual text of the article. Page numbering, centered at the bottom, begins on this page with the number 1.
  5. Guidelines for headings and subheadings are as follows:
    1. All headings must be bold-faced in upper and lower case
    2. First level headings – Centered
    3. Second level headings – Flush left
    4. Third level headings – Indented, followed by period, followed by text two spaces after period
  6. TSR uses the APA (American Psychological Association) style in dealing with references. TSR expects an article’s author(s) to carefully document and reference its source material, but also encourages the author(s) whenever possible to keep the number of references to a minimum. References are to appear at the end of the text and to begin on a new page titled “References.”
  7. Any tables, charts, graphs, and figures should follow the references.
  8. In keeping with TSR’s targeted audience of practicing sales professionals, the research methodology for empirical papers must be written as a concise readable summary that if the paper is accepted will appear as a sidebar in the article. For review purposes, authors must also include a summary of the research methodology as an appendix to the paper. This portion of the submission is for the reviewers’ use only, does not count towards the articles word count, and will not be included in the article if accepted for publication. Authors should discuss their findings in terms understandable to TSR’s readership.

Submission Guidelines:

Submit all inquiries, correspondence, proposals, and articles for TSR electronically to the editor, Dr. David A. Reid at Please submit all proposals and articles as Word attachments to your email message.

The Russ Berrie Institute for Professional Sales
Christos M. Cotsakos College of Business
William Paterson University
1600 Valley Road • P.O. Box 920
Wayne, NJ 07474-0920
E-mail for submissions or questions about The Sales Review:
E-mail for general inquiries: