Sales management

As companies increasingly focus on customer relationship management practices to sustain their competitive advantage, there has been a corresponding shift in the focus on issues related to the performance of people who are in direct contact with the customers: i.e., the salespeople. Salespeople have been referred to as boundary spanners who form the link between the buyers and the sales organisations and are primarily responsible for initiating the first step/transaction in the long relationship-building process. Consequently, all aspects relating to the enhancement of the salespeople's performance is increasingly gaining attention.

Key research areas

We have special expertise in:

  • Understanding the concept of sales teams
  • Role of sales force automation technologies in the life of salespeople
  • Factors influencing performance of salespeople
  • Sales-Marketing Interface

Research results and publications

Curious about some of our research results and publications?

Research for your organisation

In addition to conducting research that contributes to fundamental academic knowledge, we can also carry out practice-based research especially for your organisation.

Our experts

Meet the faculty and researchers who are experts in Sales Management.

Tips from our experts

Journals, portals and books keep you informed about trends in Sales Management. Some recommendations from our experts:

  • SPIN Selling by Neil Rackham (1988)
  • Selling ASAP: Art, Science, Agility, Performance by Eli Jones, Carl Stevens and Larry Chonko (2005)

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