Overview

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.

Full Product Details

Author:   Fernando Jaramillo ,  Jay P. Mulki
Publisher:   Edward Elgar Publishing Ltd
Imprint:   Edward Elgar Publishing Ltd
Dimensions:   Width: 15.60cm , Height: 1.70cm , Length: 23.40cm
Weight:   0.462kg
ISBN:  

9781788975308

ISBN 10:   1788975308
Pages:   208
Publication Date:   19 January 2021
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Active
Availability:   To order  
Stock availability from the supplier is unknown. We will order it for you and ship this item to you once it is received by us.

Table of 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

Reviews

'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

Author Information

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

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