Why Focus on Sales Research

While the number of sales people has grown at a steady pace, it is also important to note that the role of professional sales people has also changed a great deal.  No longer are sales people walking catalogs whose main functions are to inform customers about product updates and fill out customer order forms.  In today’s business climate, sales people are heavily involved in new product and/or service development, supply chain management, strategic planning, and facilitating international commerce.  Sales people are becoming important tools for creating customer value as opposed to simply a conduit by which customer value is delivered. Despite these interesting changes in the sales function, academic sales research has not kept pace.  Therefore, one of our main goals at the FSU Sales Institute is to actively produce high quality research with significant implications for both managers and academics.

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Research Philosophy

How to get Involved in FSU Sales Institute Research

Current Research Projects

• Managing “Good” vs “Bad” Creativity in Today’s Sales Organizations
• Good Money Gone Bad:  Why Sales Representatives Chase the Bad Deal