Brown, Steven P.; Jones, Eli
March 2005
Journal of Personal Selling & Sales Management;Spring2005, Vol. 25 Issue 2, p103
Academic Journal
The article presents an introduction to the Spring 2005 issue of the Journal of Personal Selling & Sales Management. This twenty-fifth anniversary special issue of the Journal of Personal Selling & Sales Management is devoted to providing new ideas that will help chart future research directions for the field in light of its changing environment. This special issue emanates from a meeting held at the University of Houston in May 2004, in which 28 academicians from the U.S. and Europe gathered to discuss directions for selling and sales management research in response to fundamental changes in the business environment. The papers contained in this special issue are the ultimate products of these discussions, which, of course, continued long past the Sales Management Research Summit. In his address, Paul Sarvadi, CEO of Administaff, which was titled A CEO's Perspective on the Future of Sales, Sarvadi stressed the importance of the six topics, observing that increasing customer expectations means that a faster response is needed from selling companies, and sellers must provide increasing value over time.


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