NCSM 2019


National Conference in Sales Management, Jacksonville, FL, 27-29 Mar 2019; Deadline 31 Oct


Jacksonville, FL
Wednesday, March 27 to Friday, March 29, 2019

NCSM is the premier international gathering of scholars, instructors, and practitioners interested in professional selling and sales management research and teaching. Sessions will begin Wednesday at 1:00 p.m. followed by a welcome event that evening. Sessions will continue through Friday afternoon with a special NCSM event Friday evening.

The conference consists of double-blind review competitive paper sessions, research roundtable sessions, sales education sessions, and a variety of special sessions devoted to connecting academia and practice. Cash prizes are awarded for best competitive papers, doctoral student paper, and teaching innovation presentation. For more information about the NCSM, please go to or contact the Program Chair, Prof. Lisa R. Simon,

Submission Deadline: Wednesday, October 31, 2018

Submission guidelines are provided below and on the submissions website. Follow them closely!

COMPETITIVE PAPER SUBMISSIONS. Conceptual and empirical papers related to all aspects of professional selling and sales management are welcome. 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. Papers should be submitted electronically at: Authors of the competitive paper manuscript judged to be the top paper in terms of quality and relevance will receive $500 as part of the Tanner, Honeycutt, and Erffmeyer Wessex Press Best Paper Award and receive special consideration for publication in the Journal of Selling. Session chair: Dr. Greg Rich at Bowling Green State University (

DOCTORAL STUDENT SALES RESEARCH PROGRAM. Doctoral student papers, empirical or conceptual, related to any selling and/or sales management issue authored solely by current doctoral students in marketing or a closely related field are welcome. Attending author(s) of the best doctoral paper will be awarded a “2019 NCSM Doctoral Fellow” and receive a $1000 research grant. Student presentations will be interspersed throughout competitive paper sessions. Papers should be submitted electronically at: Session co-chairs: Dr. Nathaniel Hartmann at the University of Hawaii ( and Dr. Catherine Johnson at the University of Toledo ( Note: Current doctoral students who attend the pre-conference doctoral session scheduled for 11 a.m. on Wednesday, March 27, 2019, will have their NCSM conference fees waived regardless of submission status.

BEST PRACTICES IN SALES EDUCATION SESSION. NCSM also highlights best practices in teaching providing a development opportunity for everyone that teaches sales-related classes. A portion of the schedule will be aimed at everyone wishing to develop, improve or refresh their sales teaching skills. The 2019 NCSM will again offer this very special session highlighting innovative sales pedagogies. The best teaching innovation presented at the conference will receive a $1000 reward. Those interested in submitting a teaching proposal for consideration should submit their proposal electronically at: Session Chair: Dr. Stacey Schetzsle at University of Tampa (

SPECIAL SESSIONS. We encourage a wide variety of proposals for special sessions, which are a hallmark of NCSM. These can be focused on sales practice, academic research, bridging the gap between theory and practice, or even trips to Jacksonville-based businesses of interest. Proposals should be submitted electronically at: Session chair: Dr. Stefanie Boyer at Bryant University (

HOTEL ACCOMMODATIONS – Hyatt Regency Jacksonville-Riverfront, Jacksonville, FL. Room Rates: $159/night. Reservations: 904-588-1234 and reference Pi Sigma Epsilon National Convention – 2019. All reservations should be received by the Hyatt Regency no later than March 3, 2019.

Submission Guidelines For All Papers (please follow closely)

  1. The complete paper should be submitted electronically in Microsoft Word format no later than Wednesday, October 31, 2018.

    Be sure to submit your paper to the appropriate URL on the NCSM website:


  2. Please submit one (1) file with author information (names, affiliation, address, phone, and email) confined to the first page only. Please indicate which one author is the key contact for communication. The second page should begin with the manuscript title and abstract.


  3. Papers will be reviewed using a double-blind review procedure. Authors should avoid revealing their identities in the bodies of the papers (again, names are to be on the first page only). Manuscripts must include a single-spaced abstract not exceeding 100 words. The body of the paper should adhere to all the manuscript submission guidelines of the Journal of Selling. Maximum length is 30 double-spaced pages, including tables, exhibits, and references. Submissions that exceed 30 pages will be immediately returned to the author for appropriate editing. As another option, authors may submit extended abstracts (~5 pages), which will also be double-blind reviewed (but extended abstracts are highly unlikely to win best paper awards).


  4. 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, extended abstracts (~5 pages), and works-in-progress are highly welcome and encouraged. Note: Submissions not accepted for the competitive paper session will be automatically considered for inclusion in the Research Roundtable session, which is an interactive, small-group discussion designed to give authors suggestions and feedback about their research. Authors should inform the session chair (Dr. Greg Rich, if they prefer that their submission be considered exclusively for the Research Roundtable session – otherwise, the submission will first be considered for a competitive paper session.


  5. 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 an advanced stage (second or higher round) of review publication elsewhere, or
    4. be submitted for review by another conference until such time as it is rejected from this conference.


  6. 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 the Proceedings Editor) 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).