2017 Global Sales Science Institute Conference

2017, 11th GLOBAL SALES SCIENCE INSTITUTE CONFERENCE

 June 6 – 9, 2017

Mauritius

Paradis Hotel & Golf Club, Le Morne – Indian Ocean

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Important dates & DEADLINES

  • Papers Submission Deadline: !!! EXTENDED TO FRIDAY NOVEMBER 4TH, 2016 !!!
  • Co-Chairs Decision to Authors: Monday, November 28th, 2016
  • Final Formatted Paper Version Deadline: Sunday, February 12th, 2017
  • Conference Registration Deadline: Monday, January 30th, 2017
  • Hotel Room Reservations Deadline: Monday, January 30th, 2017

CALL FOR PAPERS

  • Conference Theme
  • Submission Guidelines
  • Topics of Interest
  • Conference Venue & Registration
  • About Mauritius

Conference Theme

NEW FRONTIERS IN SALES RESEARCH & EDUCATION

IN A GLOBAL & SUSTAINABLE WORLD

The Global Sales Science Institute (GSSI) Conference is a unique gathering of international scholars and practitioners interested in sharing and advancing cutting edge professional selling and sales management practices, research, and education. In keeping with its title the GSSI Conference is held in a different country every year. This year marks the 11th year that the conference has been held.

The 2017 GSSI Conference will be co-hosted by the University of Houston, Steven Stagner Sales Excellence Institute (USA) and Baylor University, Center for Professional Selling (USA), and will be held in Mauritius at the 5* Paradis Hotel & Golf Club situated between the iconic Le Morne Brabant mountain registered on the UNESCO World Heritage List, and the crystal-clear lagoon of Le Morne peninsula.

The conference will begin with a Welcoming Reception on Monday evening (June 5Th, 2017) and will offer Morning Session Presentations only (from Tuesday June 6th through Friday June 9th), leaving afternoons for networking opportunities, recreational activities, and excursions on the beautiful Island of Mauritius.

In addition to scientific research, the conference will address best practices in sales education, making the conference an excellent venue for sales educators looking for professional development opportunities. Competitive papers will be selected following a double-blind review process. In an effort to highlight research opportunities and bridge the gap between academia and practice, special sessions with guest speakers will be devoted to business development, professional selling, sales management, and sales education challenges in emerging countries. For more information about GSSI Conference, please contact the Conference Co-Chairs.

Competitive Empirical & Theoretical Papers in Sales Research. The conference welcomes both empirical and theoretical papers related to all aspects of professional selling, sales negotiation, sales management, and marketing and sales interface. Papers which connect science with practice, and those which explore interesting new concepts, trends, directions and important developments in sales are especially encouraged. In particular, we would like to encourage both explorative and advanced research on a set of topics pertaining to how the sales discipline is evolving today in a global economy where customers force suppliers provide cost-effective value propositions. A suggested, but not exhaustive, list of topics is provided below. There will be an Award for the Conference Best Empirical Paper, and for the Conference Best Theoretical Paper.

Competitive Best Practice Papers in Sales Education. The conference will offer special sessions on sales education, effective classroom approach, techniques, and assignments. In particular, we would like to encourage papers on how executive education can leverage sales research for better return on investment for companies. There will be an Award for the Conference Best Practice in Sales Education Paper.
Doctoral Student Sales Research Program. There will be a special competitive session for doctoral student papers (empirical or conceptual) related to any selling and/or sales management issue. Submitted papers must be authored solely by doctoral students (single or multiple authors are acceptable) who are candidates for degrees in marketing or a closely related field at an accredited university. In addition, thanks to SEF Sales Education Foundation support, the Conference registration fees will be waived for doctoral students with accepted papers. Upon submission, please mention that the paper has been authored (or co-authored) by doctoral student(s). There will be an Award for the Best Doctoral Student Paper.

Competitive Empirical Papers and Doctoral Student Papers should be submitted electronically to Dr. Andrea Dixon at Baylor University (Andrea_Dixon@baylor.edu) following the submission guidelines below. Competitive Theoretical Papers and Competitive Best Practices in Sales Education Papers should be submitted electronically to Dr. Joel Le Bon at University of Houston (jlebon@bauer.uh.edu) following the submission guidelines below.

We look forward to your submissions and to seeing you in Mauritius!

Conference Co-Chair: Professor Andrea Dixon, PhD

Baylor University – Hankamer School of Business

Center for Professional Selling

eMail: Andrea_Dixon@baylor.edu – Phone: +1 (254) 710-1986

Conference Co-Chair: Professor Joël Le Bon, PhD

University of Houston – C.T. Bauer College of Business

Steven Stagner Sales Excellence Institute

eMail: jlebon@bauer.uh.edu  Phone: +1 (713) 743-4166

Submission Guidelines for Empirical, Theoretical, and Doctoral Student Papers

(Please follow closely):

  1. A five page extended abstract of your research, including a brief abstract, the main research question(s), theoretical framework, methods/results (wherever applicable), and discussion sections should be submitted to the appropriate Chair electronically in Microsoft Word format no later than FRIDAY NOVEMBER 4TH, 2016.
  2. Please submit 2 files. The first file should contain the complete manuscript including author information (names, affiliation, address, phone, fax, and email). The second file should contain the complete abstract without author information.
  3. Papers will be reviewed using a double-blind review process. Authors should avoid revealing their identities in the bodies of the papers. Manuscripts must include a single-spaced abstract not exceeding 100 words. The body of the paper should adhere to all the manuscript submission guidelines of the Journal of Personal Selling & Sales Management. Maximum length is 5 single-spaced pages, including tables, exhibits, and references. Submissions that exceed the above guidelines will be immediately returned to the author for appropriate editing.
  4. Each submission will be evaluated on the importance and potential contribution of the sales topic, quality of conceptual development, sampling, methodology, and the managerial relevance of the results.

Submission Guidelines for Best Practices in Sales Education Papers

(Please follow closely):

  1. A five page extended abstract describing the teaching challenge at stake (for sales students or executives), including a brief abstract, the main teaching concern(s), theoretical foundations for the teaching and learning process, clear implementable teaching methods and assignments, results, and take aways for sales educators should be submitted to the appropriate Chair electronically in Microsoft Word format no later than FRIDAY NOVEMBER 4TH, 2016.
  2. Please submit 2 files. The first file should contain the complete manuscript including author information (names, affiliation, address, phone, fax, and email). The second file should contain the complete abstract without author information.
  3. Papers will be reviewed using a double-blind review process. Authors should avoid revealing their identities in the bodies of the papers. Manuscripts must include a single-spaced abstract not exceeding 100 words. References in the paper should adhere to all the manuscript submission guidelines of the Journal of Personal Selling & Sales Management. Maximum length is 5 single-spaced pages, including tables, exhibits, and references. Submissions that exceed the above guidelines will be immediately returned to the author for appropriate editing.
  4. Each submission will be evaluated on the importance and potential contribution of the teaching approach to sales education, quality of the methods and assignments, impact of the results and take aways to improve sales students or executives education.

Note:

To be considered for presentation at the conference and publication in the Proceedings, a paper or a similar version of it must not:

  1. have been previously published,
  2. have been accepted for publication elsewhere,
  3. be under consideration or review for publication elsewhere.

At least one author of an accepted paper must:

  1. appear at the conference to present the paper,
  2. return by the deadline a properly final formatted version of the paper (formatting instructions will be provided to the authors of accepted papers) to the Proceedings editor for publication in the Proceedings in short abstract (100 words) or extended abstract (five pages)
  3. register for the Conference by the conference registration deadline.

Topics of Interest

1.Professional selling, buyer-seller interactions.

Including but not limited to:

  • Challenges in co-creating cost-effective value propositions, such as in global markets
  • Cross cultural comparisons on buyer-seller interactions and co-creation process
  • Key account management
  • Sales negotiations
  • Comparison, assessment of selling techniques and strategies
  • Selling in emerging countries
  • Differentiation through selling sustainable products and value propositions
  • Adapting selling style to customer’s buying process, such as in global markets
  • Selling through channels and to trade
  • Social selling, such as in emerging countries
  • Relationship management, and maintaining customer loyalty

2. Sales management, sales leadership, organizational enablers.

Including but not limited to:

  • Leading, managing, motivating, coaching the sales force, such as in global markets and emerging countries
  • Characteristics of excellent versus average sales managers
  • Differences between sales managers and sales leaders
  • Cross cultural comparisons on sales management and sales leadership
  • Managing and leading virtual sales teams, such as in global markets
  • Managing and enhancing salespeople’s job satisfaction and subjective well-being
  • Managing and leading different generations of salespeople, such as in global markets
  • Sales force enablement for sales force effectiveness
  • Competitive intelligence through the sales force
  • Marketing and sales interface
  • Role of marketing in enabling the sales process, and sales performance
  • Leveraging information technology (e.g., CRM, social media, mobile marketing)
  • How the Internet of Things impacts the sales function
  • Cross cultural comparisons on how technology affects sales efficiency and effectiveness
  • Effective training and development of sales managers and salespeople

Conference Venue & Registration

We are pleased to welcome you at the GSSI 2017 Conference in Mauritius at the superb and unique Paradis Hotel & Golf Club resort!

To situate Mauritius and the conference hotel, please click on the PowerPoint Show below:

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Ideally situated on Le Morne Peninsula, the Paradis Hotel & Golf Club is fringed by a stunning lagoon on one side and a spectacular golf course on the other, with the UNESCO World Heritage Site of Le Morne Brabant Mountain in the backdrop.

A stay at Paradis heralds a fantastic culinary journey as the resort has four restaurants to choose from. The hotel is not only perfect for leisure seekers, but also for families traveling with children. A true sporting paradise in Mauritius, Paradis offers an extensive choice of complimentary land and water sports plus the opportunity to play on three championship golf courses in the vicinity including its very own 18-hole international golf course. The hotel also has a golf academy welcoming beginners and seasoned golfers alike, and a Spa which provides the perfect setting to soothe the body and mind.

The golf green fees will be free of charge for GSSI 2017 guests residing in the hotel.

Special Offer & Preferred Rates for GSSI 2017 Conference & Guests

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The special rates apply to all conference attendees for all extension i.e., in case of pre/post stay in the hotel.

Registration Process: Please follow the three steps below

Due to the limited number of rooms at the GSSI Preferred Rates, Conference Registration & Hotel Room Reservations should be made no later than December 16th, 2016.

(1) Please register to the GSSI 2017 Conference by clicking on the link below:

<< Link to Conference Registration >>

(2) Make your hotel room reservation by downloading, filling out, and sending the form below directly to Mr David Bhoyroo from The Paradis Hotel & Golf Club / Beachcomber Group at the following email address: groups.dp@bchot.com

<< Link to Hotel Reservation Form >>

(3) Once you have made your travel plan, please schedule your transfer from the airport to the conference hotel by contacting directly Mr Fabrice Jodun from Mautourco at the following email address: fabricejo@mautourco.com

Please note the conditions for airport transfers: (a) Group transfers at USD32 per person are applicable for a minimum of 4 paying persons per vehicle for both ways transfers (airport-hotel-airport). (b) Individual Private Car/Suv transfers rates’ are applicable per way. Please contact Mr Fabrice Jodun for further information.

To learn more about the Paradis Hotel & Golf Club, please click on their website picture below:

Screen Shot 2016-06-28 at 12.02.39 PM

About Mauritius

Mauritius is a renowned destination for holidaying but also for business and group travel, weddings and honeymoons, among others. The island offers a complete range of unique advantages to visitors from the world over, including:

  • Regular service by international airlines such as Air Mauritius, Emirates, British Airways, Air France and Corsair from and to major cities in Europe, Africa and Asia. Travelers from United States can transit through major cities such as Paris, London, Frankfurt, Cape Town, Johannesburg, Dubai
  • Year-round mild tropical climate
  • Pristine beaches and stunning scenery
  • Modern tourism and hospitality-related infrastructure including the premier international airport in the region
  • Multiracial population and acclaimed tradition of hospitality
  • Political and social stability
  • Excellent health and safety standards allowing travelers to be exempted from vaccination requirements

The official language is English, but French is also spoken widely and most of the people are bilingual. Creole is used locally as are several Asian languages.

The Mauritian rupee is the national currency. All well-known credit cards are accepted throughout the country.

To learn more about the Visa Requirements for Mauritius, please click on the link below:

http://passport.govmu.org/English/Passport%20and%20Visa%20Requirement%20in%20Mauritius/Pages/Visa-Requirements-in-Mauritius.aspx

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Mautourco, one of the most important Destination Management Company in Mauritius with six decades experience will be present at the Paradis Hotel & Golf Club resort for GSSI 2017 Conference guests to advise them and offer a wide range of recreational activities and excursions

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To learn more about Mauritius, please click on the website picture below:

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Leave a comment

1 Comments.

  1. Brandon McAlister

    Hello,

    I missed this year’s conference. Do you have a similar conference next summer? Please keep me on your mailing list. THank you.
    Brandon McAlister

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