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Journal of Selling
(Formerly the Journal of Selling and Major Accounts Management)
The Journal of Selling is a biannual sales publication designed to appeal to both sales professionals and academic. Dr. Robert M. Peterson recently assumed control of the Journal of Selling as Editor-in-Chief, and has created the first selling journal published by a university in the United States.
Northern Illinois University's Marketing Department and entire College of Business are proud to support the Professional Sales Program and the Journal of Selling. Read articles...
Professional selling is evolving as salespeople and sales managers adopt and integrate digital marketing strategies within the practice of selling. Salespeople may utilize social media, content marketing, and sales analytics to improve performance through better communication, personal brand building, lead generation, and data analysis. The sales academy has begun researching these areas; however, additional research is certainly warranted.
This special issue seeks to publish high-quality research addressing issues related to how professional selling is evolving in an environment that includes public communication channels (social media), personal brand building and ultra-passive lead generation (content marketing), and a wealth of data generated by these tools and CRM systems. Papers focusing on theoretical advancement or application are welcome. Possible topics include, but are not limited to:
Manuscripts should be prepared in accordance with Journal of Selling author guidelines found at www.cob.niu.edu/jsmam/guidelines/. Papers should be emailed directly to the special issue editor:
Scott A. Inks, PhD
Assistant Professor of Marketing
Director, H.H. Gregg Center for Professional Selling
Ball State University