14 July 2009

Winter AMA Conference Sales and CRM Track

The 2010 AMA Winter Marketing Educator's Conference Sales & CRM Track needs you! At the past few AMA conferences work on sales, sales management, CRM and Relationship Marketing has been very well represented, and we need your help to assure we continue this trend in 2010.

Please consider submitting something! Submit your work for consideration at the conference no later than July 16th. Please note this is an extension from the original deadline today, and is only available for this track! Work should be submitted through the all academic manuscript system, http://convention3.allacademic.com/one/ama/winter10/, which is also available through the marketingpower.com website and the ARC resource center.

We also need reviewers, session chairs, and discussants. Please sign up through the above website to volunteer your services, or through marketing power at http://www.marketingpower.com/Community/ARC/Pages/Connections/Conferences/Winter2010/default.aspx ... follow the volunteer as a reviewer link.

This should prove to be an important conference as we explore the theme: Strategies an Solutions in a Tumultuous Economy, in New Orleans, Februrary 19-22, 2010. A sales track decription follows this message.

Thanks so much for your assistance in this matter. We really appreciate your help in any and every capacity.

Your 2010 Sales and CRM Track Chairs,

Leff Bonney, lbonney@cob.fsu.edu
& Ellen Pullins, ellen.pullins@utoledo.edu

Sales and Customer Relationship Management

The challenges that face sales organizations are constantly changing. Subsequently, the sales organization has become more strategic, more important in market-sensing, and more responsible for cross-functional integration. These changes stem from the challenging economy, the evolution of the purchasing function, globalization, and greater focus on supply chain/value chain management. The end result is that members of the sales organization must adapt their strategies and tactics. This track welcomes papers on topics related to these changes. In particular, we welcome papers that consider the following topics: how the sales force creates and delivers value to customers, knowledge-based selling, sales force strategy, internationalization of the sales force, managing cross-functional selling teams, internal selling, knowledge transfer among salespeople, the impact of technology on performance, sales forecasting models/methods, and managing salespeople for high-performance.

Ellen Bolman Pullins, PhD
Schmidt Research Professor of Sales & Sales Management
& Professor of Marketing
College of Business Administration, MS 103
University of Toledo
2801 W. Bancroft Street
Toledo, Ohio 43606