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A Research Agenda for Sales

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A Research Agenda for Sales

9781788975308 Edward Elgar Publishing
Edited by Fernando Jaramillo, Marketing Professor and Associate Dean, College of Business, The University of Texas at Arlington and Jay Prakash Mulki, Associate Professor, Marketing Group, D’Amore-McKim School of Business, Northeastern University, US
Publication Date: January 2021 ISBN: 978 1 78897 530 8 Extent: c 224 pp
A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars.

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Critical Acclaim
Contributors
Contents
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A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars.

Salespeople are leveraging technological developments and shaping the evolution of customer orientation. At the same time, there are challenges and opportunities from artificial intelligence and digitalization. This book looks at these topics and explores ways that entrepreneurs and family business owners can overcome sales challenges and use professional selling to grow their business as well as what can sales managers do to attract talented millennials and Gen Z salespeople and keep them motivated. Traditional sales concepts and process practiced in the developed economies may apply to emerging economies and one chapter looks at this process. Lastly, the book explores what business executives can do to promote an ethical climate while reducing salespersons' burnout and strain.

Academically rigorous and user friendly, these pages explore timely concepts that are important for researchers, practitioners, and scholars in the sales field.
Critical Acclaim
‘A Research Agenda for Sales provides an overview of timely research conversations occurring in sales today. I believe this book is a particularly useful tool for academics. Each chapter offers a comprehensive review of relevant literature, generates important new insights, and reveals research priorities and questions that still need to be addressed.’
– Karen Flaherty, Oklahoma State University, US

‘This book is a captivating reservoir of ideas and compelling research evidences. In a complex and uncertain sales world, this book provokes answers to several unsettling questions that are weaved around issues like service ecosystems, technological changes, entrepreneurial sales, small business, or the new generation sales force, anxiety and ethics. The authors also provide sense making solutions to several sales challenges. Personally, it was a delight to go through the chapters of this book. Recommend everyone in sales domain to read it.’
– G. Sridhar, Indian Institute of Management, Kozhikode, India
Contributors
Contributors include: R. Agnihotri, S.C. Ambrose, M. Arslanagić-Kalajdzić, N.N. Chaker, T. Clark, D.R. Deeter-Schmelz, R. Dingus, J.H. Friar, N.N. Hartmann, J. Ippolito, F. Jaramillo, S. Kadić-Maglajlić, B. Lussier, J. Mulki, V. Onyemah, M. Rivera-Pesquera, B.N. Rutherford, C.D. Shepherd, A. Tashchian, H. Wieland
Contents
Contents:

Preface xv
Jay Mulki and Fernando Jaramillo
1 An exploration of sales activities from a service
ecosystems perspective 1
Nathaniel N. Hartmann, Heiko Wieland and Bruno Lussier
2 From sales force automation to digital
transformation: how social media, social CRM,
and artificial intelligence technologies are
influencing the sales process 21
Raj Agnihotri
3 Entrepreneurial selling 49
Vincent Onyemah and Martha Rivera-Pesquera
4 The challenges of transitioning to professional
selling in family businesses 73
John H. Friar, Joe Ippolito and Ted Clark
5 Managing the latest generations of sales
representatives: what Millennials and Generation
Z want 91
Dawn R. Deeter-Schmelz
6 The same only different: seven steps of selling in
emerging markets 111
Selma Kadić-Maglajić, Nawar N. Chaker and
Maja Arslanagić-Kalajdzić
7 Salesperson burnout: the state of research,
scaling, and framework advancement 141
Scott C. Ambrose, Brian N. Rutherford, C. David
Shepherd and Armen Tashchian
8 Ethics in the workplace: the reality of sales 161
Rebecca Dingus

Index

This title is available for institutional purchase via Elgaronline.

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eISBN: 978 1 78897 531 5
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