Download papers, presentations or abstracts of the GSSI Conference 2014 in London:
- Baker, David S., Contextual utilization and Performance expectancy of sales-crm technology in an international Sales Organization.
- Boyer, Stefanie, Andrew Artis, Diane Edmondson and David Fleming, Teaching Sales Students to Direct Their Own Learning.
- Drollinger, Tanya, The Role of Listening in the Intercultural Sales Encounter.
- Görne, Jobst, Professionalization and Scientification of Sales Engineering.
- Jäger, Uwe, Settings as a Design Parameter to increase Effectiveness of Sales Role-Plays in Higher Education.
- Kerr, Peter, Towards a Framework of Sales Performance Measurement Effectiveness.
- Lehto, Irene, International Entrepreneurial Selling – Entrepreneurs’ Narratives on International Sales Negotiations.
- McDonald, Malcolm, The new roles of marketing and selling in creating shareholder value.
- Noad, Jeremy, Sales Development – Plans, Why Bother?.
- Peesker, Karen Boehnke and Javier Marcos-Cuevas, Exploring Leadership Styles and Salesperson Performance: A Review and Framework.
- Peterson, Robert M., Michael Rodriguez and Vijay Krishnan, Impact of CRM on Sales Process Behaviors: Empirical Results from US, Europe, and Asia.
- Stevens, Howard, Raising Sales Effectiveness.
- Stevens, Howard, The Future of Sales.
- Noad, Jeremy, “Sales Development – Plans Why Bother?”.