Later this winter Iâll present with several leading marketing academics on the topic âPersonal Selling and Sales Management in Emerging Markets: A Research Agendaâ at the 2014 American Marketing Associationâs Winter Marketing Educatorsâ Conference. Iâm looking for perspective on which aspects of this issue might be most important to the Sales Management Association community.
My esteemed co-panelists are Jag Sheth (Goizueta Business School) â among the leading scholars on emerging markets; Ajay Kohli (Georgia Tech) â the most recent past editor of the Journal of Marketing, and a leading scholar in the sales domain; Rodirigo Gueselaga (Pontificia Universidad Catolica de Chile); and Dimitri Kapelianis (University of New Mexico). Theyâll bring an impressive academic research focus to a topic of great importance to many firms searching for growth prospects.
Iâd like my own contribution to the effort to include input from our community of practitioners â sales and sales effectiveness leaders in day-to-day management roles. Time permitting, weâll also launch a modest research effort to further explore these issues before February. This is a great opportunity to influence the academic research agenda to focus on issues that matter most to management.
What issues do you find most important and challenging in your own business? I am particularly interested in issues that relate to sales management and sales force leadership. Please drop me a line privately or leave a comment here, Iâd welcome your ideas.