Sales Management


Sales Force Management, Special issue of International Journal of Research in Marketing, In collaboration with the Conference on "Enhancing Sales Force Productivity", 23-25 May 2008, Kiel; Deadline 1 Sep 2008

IJRM/MSI Special Section on Sales Management

In collaboration with the second Biennial Conference on “Enhancing Sales Force Productivity” held in Kiel from May 23-25, 2008, the International Journal of Research in Marketing will publish a special section on salesforce management. Sönke Albers, Murali Mantrala, and Manfred Krafft invite scholars to submit their work related to this special section until September 1, 2008.

The sales force is the most critical and expensive marketing resource for companies in many industries. As the management of customer accounts and relationships becomes more complex and demanding, executives are facing new challenges with respect to enhancing sales force productivity. New models, metrics, and methodologies to aid sales force management decisions in new selling environment are urgently needed. To stimulate more research on these novel issues, the International Journal of Research in Marketing (IJRM) and the Marketing Science Institute (MSI) are sponsoring a special section of IJRM on this topic. IJRM invites the submission of sales force modeling, strategy, and behavioral research papers for this special section. The editors especially encourage research that is novel, visionary or pathbreaking. Specific topics of interest include:

1.      Sales force strategy and organization

2.      CRM strategies and optimal sales resource allocation

3.      ROI of sales force automation investments

4.      Role and ROI of sales force effort in companies’ promotion mix

5.      Long-term effects of personal selling

6.      Forecasting sales and goal-setting

7.      Optimal design of selling teams

8.      Optimal design of sales force compensation plans

9.      Competition and gaming

10.  Dynamic effects and ROI of sales force motivation programs

11.  Models for enhancing marketing-sales integration

12.  Coordination of interfaces between operations and the sales force

13.  Optimal strategies for sales force recruiting, training, and promotion.

Researchers who want to submit a paper to this special section of IJRM are invited to present their paper at the second biennial Conference on Enhancing Sales Force Productivity, May 23-25, 2008, hosted by the Institute of Innovation Research at Christian-Albrechts-University at Kiel, Germany, in collaboration with the Marketing Science Institute (MSI) (see for details).

However, it is also possible to submit your paper without having attended the conference.

In terms of timing, submissions for the special section are due September 1, 2008. Submissions will go through the regular IJRM review process (with Sönke Albers, Manfred Krafft and Murali Mantrala, the organizers of the conference, as guest area editors of this special section), with a response to the authors by December 1, 2008. A revised paper, when requested, will be due by March 15, 2009. The authors will be notified of final acceptance by June 1, 2009. If further minor revisions are necessary, the final paper will be due September 1, 2009. The special section will appear in print in the first issue of 2010.

Papers can be submitted at any time until September 1, 2008 to:

Stefan Stremersch
Erasmus University Rotterdam
Burg. Oudlaan 50
3000 DR Rotterdam

Please mention that it concerns a submission to the special section. Also, given that the editor aims to make a decision on the first, if not definitely on the second round, please polish your submissions as much as possible. If you are not an experienced or native English speaker, please consider using a copy-editor. If you have questions, please contact one of the guest area editors at, or