Global B2B Sales Force


Managing the Global Business-to-Business Sales Force, Special issue of Industrial Marketing Management, Edited by Earl Honeycutt; Deadline 1 Jul 2009

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Industrial Marketing Management
Call for Papers – Special Issue
Managing the Global Business-to-Business Sales Force

The importance of global business-to-business sales activities are becoming increasing important with the globalization of the economy, real-time communication, and desire by firms to provide high-quality service at reasonable costs. This special issue seeks high-quality manuscripts on any area of selling or sales management that is related to the global industrial or business-to-business sales force. Some potential topical areas include:


  • Strategies for entering a new sales area
  • Selecting sales partners
  • Cross-cultural negotiation
  • Selecting salespersons from other cultures
  • Training the global sales force
  • Motivating the global sales force
  • Integrating the global sales force with eCommerce strategies
  • Controlling the global sales force
  • Evaluating the global sales force
  • Global account management
  • Parallel sales strategies
  • CRM strategies
  • Selling strategies for buyers across cultures
  • Expatriate managers and the local sales force
  • Global sales teams

All submitted papers must NOT be under review at another journal. Manuscripts are generally between 25 and 40 double-spaced pages (including text, references, appendices, tables and figures; place tables and figures at the end and indicate their approximate location in the text with place holders). Please submit the manuscript as a single MSWord file (2003 or 2007). The editor will NOT integrate separate files into your document.

Authors should send their manuscripts electronically, by July 1, 2009, to the Guest Editor:

Professor Earl Honeycutt
Professor of Marketing and Director
Chandler Family Professional Sales Center
Love School of Business
Elon University
Elon, NC 27244-2075

with a copy to the IMM editorial office:

If you are interested in serving as a reviewer for this special issue or have an idea for a manuscript that you would like preliminary feedback on, please contact the guest editor. It is expected that the special issue on global business-to-business sales will reach press in early 2010.