Research Review

Need to know what’s happening in the academic research field? Here’s our guide to the latest studies and findings that advance our understanding of professional sales. Edited by Jeremy Noad.

2019 Q2 Research Review – edited by Jeremy Noad

June 26th, 2019 by

These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts are across three themes that focus on behavioural studies, sales performance and customer management. Behavioural studies True grit, for salespeople as well as John… 


2019 Q1 Research Review – edited by Jeremy Noad

March 22nd, 2019 by

These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts focus on three themes: sales performance; customer management, and sales-related behavioural studies. Sales performance Salespeople’s ability to learn impacts value-based selling approaches This paper… 


2018 Q4 Research Review – edited by Jeremy Noad

December 19th, 2018 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into three broad themes: sales performance, behavioural studies, and systems and tools. Sales performance An account manager’s relationship with their customer service team is more effective… 


2018 Q3 Research Review – edited by Jeremy Noad

September 24th, 2018 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, behavioural studies and systems and tools. Sales performance Top-performing salespeople contribute significantly to the success of their firm… 


2018 Q2 Research Review – edited by Jeremy Noad

May 18th, 2018 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, capability development, and behavioural studies. Sales performance Sales organisations need to transform Professional sales and sales management are… 


2018 Q1 Research Review – edited by Jeremy Noad

March 12th, 2018 by

These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, behavioural studies, and systems and tools. Sales performance Value-based selling is critical for sales excellence A value-based… 


2017 Q4 Research Review – edited by Jeremy Noad

December 16th, 2017 by

These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into three broad themes: sales performance, customer management and behavioural studies. Sales Performance Can inexperienced sales professionals get lucky without working smart or hard? Inexperienced… 


2017 Q3 Research Review – edited by Jeremy Noad

September 22nd, 2017 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, behavioural studies and systems and processes. Sales performance Applying adaptive selling plays a critical role in sales performance… 


2017 Q2 Research Review – edited by Jeremy Noad

April 23rd, 2017 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into five broad themes: sales performance, customer management, capability development, behavioural studies and systems and processes. Each paper has a summary at the start. Sales performance… 


2017 Q1 Research Review – edited by Jeremy Noad

January 29th, 2017 by

These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, capability development, and behavioural studies. Each paper has a summary at the start. Sales performance A strong… 


2016 Q4 Research Review – edited by Jeremy Noad

November 29th, 2016 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. Improving sales performance is the goal of any sales leadership team. In… 


2016 Q3 Research Review – edited by Jeremy Noad

September 3rd, 2016 by

These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. In this edition, we start with three articles on sales performance…. 


2016 Q2 Research Review – edited by Jeremy Noad

April 25th, 2016 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes In this edition, we start with four articles on sales performance. The… 


2016 Q1 Research Review – edited by Jeremy Noad

January 29th, 2016 by

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. In this edition, we start with two articles on sales performance. The… 


2015 Q4 Research Review – edited by Jeremy Noad

October 31st, 2015 by

These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. In this edition, we start with three articles… 


2015 Q3 Research Review – edited by Jeremy Noad

July 6th, 2015 by

These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. In this edition, we start with two articles… 


2015 Q2 Research Review – edited by Jeremy Noad

April 11th, 2015 by

These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. Sales Performance “Salespeople as knowledge brokers: a review…