How sales and marketing come together in the pursuit of satisfying customers and achieving
organizational objectives is of key concern to both academics and practitioners …

Expecting improvements in productivity and performance, organizations continue to invest
considerably in sales technology tools and platforms such as customer relationship …

This study aims to offer novel means for rethinking contemporary business-to-business
(B2B) sales operations and the assumptions that underlie them in the digital era. This …

During disruptions such as the COVID-19 pandemic, the resilience of any commercial
organization becomes a critical characteristic. This paper examines the flexibility of the sales …

COVID-19 has proven to be a disruptive and world-altering event often forcing professional
salespeople to rapidly change the manner in which they do business. Thereby, this …

Sales organizations are actively pursuing digitalization because they see value through
greater efficiency and effectiveness. In this paper, we examine the challenges in …

Although the topic of well-being has become an increasingly prominent topic of discussion
amongst scholars and practitioners alike, it has heretofore been given scant attention in the …

As companies expand their international footprint, insight regarding how to effectively
organize international selling and sales management (ISSM) efforts is becoming …

Artificial intelligence (AI) tools have seen widespread adoption in the sales function.
However, the pace of adoption means that sales researchers are often several steps behind …

The sales management literature suggests that control-based management systems drive
sales effectiveness. However, despite prior research on salesforce management systems …