The latest research from sales leaders working in global companies comes together with studies from academic institutions and top consultancies to enhance our understanding of professional sales. Here you’ll also find the Journal’s own cutting-edge research designed by leading academics to help keep you one step ahead.

From KAM to commission

April 11th, 2015 by

Beth Rogers leafs through some recent Masters dissertations to see what has been exercising the minds of sales managers. One of the joys of running a course such as a top-up Masters programme for sales managers is that their learning is applied to their company, and both tutor and student can see the potential impact. One of the downsides is…