Research Priorities
• Buyer/ Seller Relationships - Customer Satisfaction and Retention
• Maximizing Sales of New Products and Services
• Measuring and Monitoring Team Selling Effectiveness
• National Key/ Global Account Management
• Optimal CRM/ SFA Deployment and Performance
• Research Methods and Measurement Issues
• Sales Compensation, Incentives and Sales Contents
• Sales Force Turnover and Retention Issues
• Sales Management Analysis Planning,
Strategy Implementation, and Quotas
• Sales Training Effectiveness