Call for Chapters: Sales Management for Improved Organizational Competitiveness and Performance


José Santos, Polytechnic Institute of Gaya, Portugal


Call for Chapters

Proposals Submission Deadline: October 23, 2021

Full Chapters Due: February 20, 2022

Submission Date: February 20, 2022


Sales are transversal to various economic sectors and are the engine of organizations regardless of their size. It is mainly through sales that the enterprise tends to achieve revenues that allow its operation and its growth. For enterprises to be able to maximize sales, there is a need to have integrated vision at the various levels of management – strategic, tactical, operational – but also to tune the commercial area with the other functional areas existing in the organization. With the development of marketing, especially of the digital component, the alignment between sales and marketing assumes increasing importance to expand the possibilities of conversion, along the sales funnel, along the customer journey, always seeking customer satisfaction. The evolution of technology has also been promoting changes in the sales process, which provides new opportunities for enterprises, but also challenges with implications at various levels, including processes and human resources. The digital transformation of organizations also goes through the sales area.



The main purpose of the book is to provide knowledge and skills to allow readers with the ability to understand and apply different concepts, techniques and tools in the sales area. It is also intended to highlight the influences of management, marketing and technology on sales. Another objective is to present trends in sales, namely with the digital transformation that is taking place in organizations.


Target Audience

The audience of this book consists essentially of three groups: (i) management and marketing academics and their students (undergraduate/graduate programs), who need to strengthen or dominate new concepts, know studies developed using quantitative or qualitative methodologies. (ii) researchers, to monitor conceptual developments and analyze studies. (iii) general managers, sales managers, sales personnel teams and marketers who need to obtain more knowledge and skills to optimize the potential of organization sales.


Recommended Topics

Chapters may include only literature review or also include empirical study. Topics: B2B, B2C and B2G sales; Consultative sales; CRM; Digital sales; eCRM; Green sales; Sales 2.0; Sales budgeting; Sales communication; Sales forecasting; Sales funnel; Sales metrics; Sales promotion; Sale techniques; International selling; Law and ethical issues in sales; Personnel selling skills; Relationship selling; Salesforce automation; Salesforce evaluation; Salesforce compensation; Salesforce integration; Salesforce training; Salesforce recruitment and selection; SCRM; Social Selling; SMarketing.


Submission Procedure

Researchers and practitioners are invited to submit on or before October 23, 2021, a chapter proposal of 1,000 to 2,000 words clearly explaining the mission and concerns of his or her proposed chapter. Authors will be notified by November 6, 2021 about the status of their proposals and sent chapter guidelines.Full chapters are expected to be submitted by February 20, 2022, and all interested authors must consult the guidelines for manuscript submissions at prior to submission. All submitted chapters will be reviewed on a double-blind review basis. Contributors may also be requested to serve as reviewers for this project.


Note: There are no submission or acceptance fees for manuscripts submitted to this book publication, Sales Management for Improved Organizational Competitiveness and Performance. All manuscripts are accepted based on a double-blind peer review editorial process.


All proposals should be submitted through the eEditorial Discovery® online submission manager.





This book is scheduled to be published by IGI Global (formerly Idea Group Inc.), an international academic publisher of the "Information Science Reference" (formerly Idea Group Reference), "Medical Information Science Reference," "Business Science Reference," and "Engineering Science Reference" imprints. IGI Global specializes in publishing reference books, scholarly journals, and electronic databases featuring academic research on a variety of innovative topic areas including, but not limited to, education, social science, medicine and healthcare, business and management, information science and technology, engineering, public administration, library and information science, media and communication studies, and environmental science. For additional information regarding the publisher, please visit This publication is anticipated to be released in 2022.




Important Dates

October 23, 2021: Proposal Submission Deadline

November 6, 2021: Notification of Acceptance

February 20, 2022: Full Chapter Submission

April 20, 2022: Review Results Returned

June 1, 2022: Final Acceptance Notification

June 15, 2022: Final Chapter Submission





José Duarte Santos Polytechnic Institute of Gaya This email address is being protected from spambots. You need JavaScript enabled to view it.