Mode of Delivery:
3hr workshop ( 1hr seminar + 2 hr in-class practices, activities, and exercises)
Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker Jr, C.H. & Williams, M.R., (2019), Sales Management: Analysis and Decision Making, 10th Edition, Routledge: ISBN – 9780367252748
Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker Jr, C.H. & Williams, M.R., (2015), Sales Management: Analysis and Decision Making, 9th Edition, Routledge: ISBN – 9780765644510
Johnston, M.W. & Marshall, G.W. (2016) Contemporary selling: building relationships,
creating value, 5th Edition, Routledge: ISBN – 9781315668345
Jobber, D., Lancaster, G., & Le Meunier-FitzHugh, K. (2019) Selling and sales management, Pearson UK: ISBN - 9781292205021
Cummins, S., Peltier, J.W. and Dixon, A., 2016. Omni-channel research framework in the context of personal selling and sales management: A review and research extensions. Journal of Research in Interactive Marketing, 10(1), pp.2-16.
Johnston, M.W. and Marshall, G.W., 2016. Introduction to Sales Management in the Twenty-First Century. In Sales Force Management (pp. 29-54). Routledge.
Schrock, W.A., Zhao, Y., Richards, K.A., Hughes, D.E. and Amin, M.S., 2018. On the nature of international sales and sales management research: a social network–analytic perspective. Journal of Personal Selling & Sales Management, 38(1), pp.56-77.
Rodriguez, M., Peterson, R.M. and Ajjan, H., 2015. CRM/social media technology: impact on customer orientation process and organizational sales performance. In Ideas in Marketing: Finding the New and Polishing the Old (pp. 636-638). Springer, Cham.
Itani, O.S., Goad, E.A. and Jaramillo, F., 2019. Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?. Journal of Business Research, 102, pp.120-130.
Lu, Q.S. and Miller, R., 2019. How Social Media Communications Combine with Customer Loyalty Management to Boost Green Retail Sales. Journal of Interactive Marketing, 46, pp.87-100.
Itani, O.S., Jaramillo, F. and Chonko, L., 2019. Achieving top performance while building collegiality in sales: It all starts with ethics. Journal of Business Ethics, 156(2), pp.417-438.
Harindranath, R.M., Sivakumaran, B. and Jacob, J., 2019. The moderating role of sales experience in adaptive selling, customer orientation and job satisfaction in a unionized setting. Journal of Business & Industrial Marketing.
Du, M., Gao, H. and Zhang, J., 2019. Toward a guanxi-bases view of structural holes in sales gatekeeping: A qualitative study of sales practices in China. Industrial Marketing Management, 76, pp.109-122.
Rahman, A.U., Shah, F.A. and Jan, S., 2019. The Moderating Role of Supervisory Support in the Relationship of Emotional Intelligence and Job Performance of Pharmaceutical Sales Representatives. Review of Economics and Development Studies, 5(1), pp.11-22.
Chatterji, A.K., Cunningham, C.M. and Joseph, J.E., 2019. The limits of relational governance: Sales force strategies in the US medical device industry. Strategic Management Journal, 40(1), pp.55-78.
Geiger, S., Guenzi, P., Storbacka, K., Ryals, L., Davies, I.A. and Nenonen, S., 2009. The changing role of sales: Viewing sales as a strategic, cross‐functional process. European Journal of marketing.
Malshe, A., Friend, S.B., Al-Khatib, J., Al-Habib, M.I. and Al-Torkistani, H.M., 2017. Strategic and operational alignment of sales-marketing interfaces: Dual paths within an SME configuration. Industrial Marketing Management, 66, pp.145-158.
Anderson, R.E., Cohen, A.H., Christ, P.F., Mehta, R. and Dubinsky, A.J., 2019. Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management. Journal of Marketing Channels, pp.1-15.
Viio, P. and Grönroos, C., 2016. How buyer–seller relationship orientation affects adaptation of sales processes to the buying process. Industrial Marketing Management, 52, pp.37-46.
Gopalakrishna, S., Garrett, J., Mantrala, M.K. and Sridhar, S., 2016. Assessing sales contest effectiveness: the role of salesperson and sales district characteristics. Marketing Letters, 27(3), pp.589-602.
Bilginer, Ö. and Erhun, F., 2015. Production and sales planning in capacitated new product introductions. Production and operations management, 24(1), pp.42-53.
Alavi, S., Habel, J., Schmitz, C., Richter, B. and Wieseke, J., 2018. The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?. Journal of Personal Selling & Sales Management, 38(3), pp.323-343.
Brown, S.P., Leigh, T.W. and Rhi-Perez, P., 2015. Dimensions of Working Hard in Personal Selling: Effects of Time Commitment and Work Intensity on Sales Performance and Job Satisfaction. In Global Perspectives in Marketing for the 21st Century (pp. 457-461). Springer, Cham.
Lee, J.Y., Sridhar, S. and Palmatier, R.W., 2017. The effect of firms' structural designs on advertising and personal selling returns. International Journal of Research in Marketing, 34(1), pp.173-193.
Paesbrugghe, B., Sharma, A., Rangarajan, D. and Syam, N., 2018. Personal selling and the purchasing function: where do we go from here?. Journal of Personal Selling & Sales Management, 38(1), pp.123-143.
Sharma, A., 2016. What personal selling and sales management recommendations from developed markets are relevant in emerging markets?. Journal of Personal Selling & Sales Management, 36(2), pp.89-104.
Singh, R., Kumar, N. and Puri, S., 2017. Thought self-leadership strategies and sales performance: integrating selling skills and adaptive selling behavior as missing links. Journal of Business & Industrial Marketing, 32(5), pp.652-663.
Agnihotri, R., Gabler, C.B., Itani, O.S., Jaramillo, F. and Krush, M.T., 2017. Salesperson ambidexterity and customer satisfaction: Examining the role of customer demandingness, adaptive selling, and role conflict. Journal of Personal Selling & Sales Management, 37(1), pp.27-41.
Arli, D., Bauer, C. and Palmatier, R.W., 2018. Relational selling: Past, present and future. Industrial Marketing Management, 69, pp.169-184.
Recommended Journals (Further Reading):
- Journal of Business Research
- Marketing letters
- Journal of Personal Selling & Sales Management
- European Journal of Marketing
- Journal of Business & Industrial Marketing
- International Journal of Research in Marketing
- Production and operations management
- Industrial Marketing Management
- Journal of Interactive Marketing
- Journal of Business Ethics
- Journal of Personal Selling & Sales Management