Sales Management


National Conference in Sales Management, Norfolk, VA, 25-28 Mar 2009; Deadline 24 Oct

 ARC: Connections: ELMAR: Posting

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Marriott Norfolk Waterside – Norfolk, VA
Wednesday, March 25 – Saturday, March 28, 2009

Sponsored by

Pi Sigma Epsilon, the University Sales Center Alliance, and the Edward H. Schmidt School of Professional Sales at the University of Toledo


NCSM is the premier international gathering of scholars and practitioners interested in personal selling and sales management research and teaching. The conference will begin with a welcoming reception Wednesday evening and the first session will be held Thursday morning. The competitive sessions will consist of presentations of papers that were accepted following a double-blind review process. In addition, the conference will also consist of a variety of special sessions devoted to sales education and research. The conference will end on Saturday. For more information about the NCSM, please go to or contact the Program Chair. All attendees can register on-line by going to:

Hotel Accommodations

Marriott Norfolk Waterside, 235 East Main Street, Norfolk, VA 23510, 757-627-4200. When booking your room remember to ask for the special Pi Sigma Epsilon convention rate. You can also book your room online at, click on the National Convention, then click on Hotel.

Top Paper Award

Author(s) of the manuscript judged to be the top paper in terms of quality and relevance will receive a $500 award and the paper will later be separately reviewed at the Journal of Personal Selling & Sales Management.

Special Sessions

Panel discussions, sessions devoted to bringing together sales practitioners and researchers, trips to local businesses of interest, and discussions of sales research topics are a hallmark of the NCSM and will be held throughout the conference.

8th Annual Doctoral Student Sales Research Program

There will be a special competitive session for doctoral student papers (empirical or conceptual) related to any selling and/or sales management issue. Submitted papers must be authored solely by doctoral students (single or multiple authors are acceptable) who are candidates for degrees in marketing or a closely related field at an AACSB accredited university. Author(s) of chosen papers will be designated as “2009 NCSM Doctoral Fellows” and will receive a $1000 research grant award per paper. All accepted doctoral student papers will be published in the Proceedings in Abstract form. In addition, the Conference registration fee for all doctoral students will be waived, regardless if they are presenting a paper or not. For more information about the Doctoral Student Sales Research Program please contact Dr. Mary Shoemaker.

Submit Competitive Papers for the NCSM to:

Dr. Mark C. Johlke
Department of Marketing
Foster College of Business
Bradley University
1501 W. Bradley Avenue
Peoria, IL 61625
(309) 677-3947

Submit Papers for the NCSM Doctoral Student Sales Research Program to:

Dr. Mary E. Shoemaker
Chair, NCSM Doctoral Student Sales Research Program
Widener University
One University Place
Chester, PA 19013-5792
(610) 499-4331


The very popular Special Session on Best Practices in Sales Education will be held again this year.


Showcase state-of-the-art teaching exercises, lessons, and strategies found in any sales-related course.


Professors attending the National Conference on Sales Management will present their best teaching practices. Involvement in this opportunity is competitive and each person will explain his/her pedagogical exercise and answer any clarifying questions. The presenter is expected to bring the necessary documentation to the presentation to and supply everyone with appropriate handouts so that attendees will be able to implement the idea in their own class room.


The ultimate goal is to have sales scholars walk away with something they can use in the classroom. The following criteria will be used:

  1. Value of the education outcome ("the lesson learned")
  2. Ease of implementation (can other professors implement your idea)
  3. Documentation of teaching exercise (give audience what it takes to perform the task)
  4. Student excitement and retention of intended knowledge (i.e., outcomes)


Those interested in presenting their sales teaching techniques or activities should submit a full description of the activity and presentation to Dr. Johlke via e-mail by October 24, 2008.


Dr. Concha Neeley will coordinate all other Special Sessions. In the past, these sessions have included panel discussions on topics of interest to sales scholars, panel discussions by sales practitioners, visits to cites of interest in the area, in-depth discussions of research topics, etc. If you wish to discuss an idea for a special session topic or activity, please contact Dr. Neeley as soon as possible. Those interested in formally proposing a special session must submit their proposals to her by the October 24, 2008 deadline.

Dr. Concha Neeley
Central Michigan University
College of Business Administration
Department of Marketing
Mount Pleasant, MI 48859
(989) 774-1869

Submission Guidelines For All Research Papers

  1. The complete paper should be submitted to the appropriate Program Chair electronically in Microsoft Word format no later than Friday, October 24, 2008. Time and conference resources permitting, papers received shortly after the deadline may be considered, but only on a case-by-case basis.
  2. Papers will be reviewed using a double-blind review procedure. Authors should avoid revealing their identities in the bodies of the papers. The first page of the manuscript (i.e., the title page) should contain the title of the paper and complete contact information for each author. The title of the paper but not name(s) of the author(s) should be at the top of page two, followed by a single-spaced abstract not exceeding 100 words. The body of the paper should begin on page three and adhere to all the manuscript submission guidelines of the Journal of Personal Selling & Sales Management. Maximum length is 25 double-spaced pages, including tables, exhibits, and references. Submissions that exceed 25 pages will be immediately returned to the author for appropriate editing.
  3. Each submission will be evaluated on the importance and potential contribution of the sales topic, quality of conceptual development, sampling, methodology, and the managerial relevance of the results. Conceptual research papers and works-in-progress are highly welcome.
  4. To be considered for presentation at the conference and publication in the Proceedings, a paper or a similar version of it must not
    1. have been previously published,
    2. have been accepted for publication elsewhere,
    3. be under consideration for publication elsewhere, or
    4. be submitted for publication elsewhere until such time as it is rejected from this conference.
  5. At least one author of an accepted paper must:
    1. appear at the conference to present the paper,
    2. return a properly formatted version of the paper (formatting instructions will be provided to the authors of accepted papers) to the Proceedings editor for publication in the Proceedings, and
    3. pre-register for the Conference no later than when submitting the final draft of an accepted paper(s).