Revisit: Sales Force Productivity


Third Biennial Conference on Enhancing Sales Force Productivity, Lawrence, KS, 23-25 Apr 2010, Chairs S?nke Albers, Srinath Gopalakrishna, Kissan Joseph and Murali K. Mantrala; Deadline 1 Dec

 ARC: Connections: ELMAR: Posting

areas: sales: call

Conference Announcement and Call for Abstracts
Third Biennial Conference on Enhancing Sales Force Productivity
School of Business, University of Kansas, KS
April 23-25, 2010

Conference Co-chairs:

Kissan Joseph, Sönke Albers, Srinath Gopalakrishna & Murali K. Mantrala

Practitioners today are placing renewed emphasis on optimizing the productivity of their sales force investments. In this context, the School of Business, University of Kansas, is pleased to host the Third Biennial Conference on Enhancing Sales Force Productivity, April 23-25, 2010, in Kansas City, Kan. The conference is designed to stimulate and share emerging knowledge in this important area of marketing and builds on the success of prior conferences in this series (University of Missouri, Columbia, 2006, and Christian Albrechts University, Kiel, Germany, 2008).

Scholars and practitioners with research interests in the area of sales force productivity are invited to submit abstracts of their research for presentation at this conference. Illustrative topics are suggested below. However, we will consider research in related domains or topics that have implications for sales force productivity:

  • ROI of sales force investments
  • Improving selling process productivity
  • Design of sales force compensation plans
  • Utilizing CRM tools & sales force automation
  • Effective forecasting & goal-setting
  • Design of selling teams
  • Improving marketing-sales & marketing-operations integration
  • Optimal strategies for sales force recruiting, training, and promotion

Submission of Abstracts and Other Deadlines

Please submit abstracts (500 words or less) of papers for presentation (by email as a Word document or file) to the Conference Co-Chair, Kissan Joseph ( by December 1, 2009. Authors of abstracts that are accepted for presentation at the conference will be notified by January 1, 2010. The deadline for conference registration is February 1, 2010.