NCSM 2011


26th Annual National Conference in Sales Management, Orlando, 30 Mar - 2 Apr 2011, Chair Ellen Pullins; Deadline 29 Oct

 ARC: Connections: ELMAR: Posting

areas: sales: call


The Doubletree Hotel – Orlando, FL Wednesday, March 30 – Saturday, April 2, 2011

Sponsored by

Pi Sigma Epsilon National Educational Foundation and the University Sales Center Alliance

NCSM is the premier international gathering of scholars, instructors, and practitioners interested in personal selling and sales management teaching and research. The conference will begin with a welcoming reception Wednesday evening with sessions running Thursday morning to Saturday afternoon. The conference will consist of a variety of special sessions devoted to sales education, and connecting academia and practice. It will also include competitive sessions which consist of presentations of papers accepted following a double-blind review process. For more information about the NCSM, please go to or contact the Program Chair. All attendees will be able to register on-line at

This year we will emphasize best practice in teaching, making this an excellent conference opportunity for non-researching faculty, as well as providing a development opportunity for everyone that teaches sales-related classes. While traditional research presentations will still be included, a portion of the agenda will be targeted at everyone wishing to develop, improve or refresh their sales teaching skills: from the person teaching a sales module in a course to someone teaching multiple sales major classes, we will offer valuable tips and techniques.

COMPETITIVE PAPER SUBMISSIONS This year’s conference welcomes both conceptual and empirical papers related to all aspects of professional selling and sales management. Papers which connect scholarship with practice, and those which explore interesting new trends, directions and important developments in selling and sales management are especially encouraged. Competitive papers should be submitted electronically to Dr. Ellen Pullins at the University of Toledo, 419-530-4273,

SPECIAL SESSIONS From panel discussions and sessions devoted to sessions bringing together sales practitioners and researchers, teaching issues, trips to local businesses of interest, or discussions of sales research topics, special sessions are a hallmark of NCSM. We invite you to submit your idea for special sessions, and promise we are working on some great Milwaukee theme-based sessions you’re going to benefit from, as well as enjoy. If you wish to submit a special session proposal, or discuss a possible idea, please contact Dr. Scott Widmier at Kennesaw State University:

BEST PRACTICE IN SALES EDUCATION The 2011 NCSM will again offer this very special session. Those interested in presenting effective classroom techniques, assignments, etc., used in any sales-related class should email their ideas to Dr. Michael Mallin at the University of Toledo at

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 “2011 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 fees for all doctoral students, not just those with accepted papers, will be waived. Submit Electronic Copies of Your Paper for the NCSM Doctoral Student Sales Research Program to: Dr. Mary E. Shoemaker, Chair, NCSM Doctoral Student Sales Research Program at Widener University, (610) 499-4331,

TANNER, HONEYCUTT, AND ERFFMEYER/PRENTICE HALL NCSM BEST 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.

HOTEL ACCOMMODATIONS Doubletree Hotel at the Entrance to Universal Orlando, 5780 Major Boulevard, Orlando, FL, 32819, 407-351-1000. When making your room reservation, remember to ask for the special Pi Sigma Epsilon convention rate. You can also book your room online at, click on National Convention, then click on Hotel.

Submission Guidelines For All Papers

  1. The complete paper should be submitted to the appropriate Program Chair electronically in Microsoft Word format no later than Friday, October 29, 2010.
  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 from Proceedings Editor Concha Neeley of Central Michigan University) to the Proceedings editor for publication in the Proceedings in abstract or full paper version, and (c) pre-register for the Conference no later than when submitting the final draft of an accepted paper(s).