Sales Science Institute 2011


5th Annual Global Sales Science Institute Conference, Milan, 22-24 Jun 2011; Deadline 21 Feb

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Global Sales Science Institute
5th Annual Conference
Call for Papers

5th Annual Global Sales Science Institute Conference, SDA Bocconi School of Management, Milan, Italy
June 22-24, 2011

Sales: Bridging the Gap Between Theory and Practice.

The GSSI 2011 Conference is co-organized by SDA Bocconi School of Management, Bocconi University, Italy, The Center for Global Sales Leadership, Kelley School of Business, Indiana University, USA, and the Marketing Science Institute.

GSSI (Global Sales Science Institute) is an international network formed in 2007 by both academics and practitioners involved in sales & sales management. Its intent is to unite the study and practice of sales & sales management around the globe. It brings together scholars and practitioners from across the world to further advance global collaboration in sales research, practice, and education.

Sales is the lifeblood of business. Tough competition along with dynamically changing interconnected global markets make the need to understand and improve the sales process more important and challenging than ever before. The scope of this challenge is not limited to sales practice but includes the sales education (how future sales people and managers are educated) and sales science (new theories and methods). The 5th annual GSSI conference, the theme of which is “Sales: Bridging the Gap between Theory and Science,” will bring together practitioners and academics to foster an interactive dialogue to address these challenges. The conference will provide a forum for discussing and sharing innovative sales practices, sales research and sales education.

The conference will have presentations of peer reviewed papers, as well as panel discussions and invited key note addresses by noted practitioners. All topics related to sales management and personal selling are invited. The papers can range from theory development to concepts for measurements and modeling to testing propositions in empirical or experimental studies. Papers based on cross cultural studies and having international implications are particularly welcome. The specific topics for papers can be related (but not limited) to the following:

  1. Sales Planning: forecasting and budgeting sales, setting sales quotas
  2. Sales Force Management: recruiting and motivating sales force, sales force compensation, coaching and leadership:
  3. Selling Process and Sales Techniques
  4. Sales Performance Evaluation: determinants of sales performance, measuring sales, sales performance metrics
  5. Technology in Sales: CRM, internet-based interfaces with customers, sales force automation
  6. Sales strategy and intra-organizational sale: sales and marketing cooperation, multichannel sales strategy, sales function within organization

Papers and proposals submissions

Deadline for papers: Please submit papers electronically to by February 21st, 2011. After peer reviews are complete the author(s) will be notified of acceptance or rejection for presentation at the conference by March 29th, 2011. For details on authors guidelines please see the relevant paragraph the conference web site listed above.

Best Paper Award: The best paper as determined by the reviewers will receive special recognition at the conference.

Panels/Special Sessions:

Deadline for proposals: panel discussions or special sessions of 30 or 45 minutes duration will also be reviewed for acceptance. Proposal needs to be emailed to by February 21st, 2011. Notification of acceptance or rejection will be done electronically.

Deadline for registration: April 12th, 2011.

Venue: The GSSI Annual Conference will be held at SDA Bocconi School of Management located in Milan, Italy.

A specific list of hotels available for participants will be published on conference website in November, 2010.

Participation fees:

• 250 €, Member fee for full participation (incl. all session participation, catering, gala dinner).
• 310 €, Non Member fee for full participation and GSSI membership.
• 35 €, Ph.D. students and master program students (incl. coffee breaks and lunch)
• TBD€, One day attendance (incl. conference materials, all-day catering)