This track focuses on research in areas relating to sales and sales force management in Emerging economies. Sales Management in Emerging economies is challenging due to a combination high growth rates, institutional voids and diversity retail environment and market segments. Sales organizations and leadership have responded to these challenges in their own ways, be it the entrenched ones who have been operating in these markets for long or the new entrants. Suggested research papers for this for track include but are not limited to the following, key account management, managing sales people in an emerging economy, how the sales force creates and delivers value to customers, how technology can aid the sales function, knowledge-based selling, sales force strategy, performance assessment, impact of technology on compensation and other performance management issues, sales forecasting models/methods and managing high performance sales teams. Both conceptual and empirical works are welcome .
Prof.Rajesh Aithal
Indian Institute of Management,
Lucknow
e-mail: rajeshaithal@iiml.ac.in
