The three-day conference was hosted by the Università Politecnica delle Marche and brought together around 140 academics and more than 100 managers, practitioners and institutional representatives from all over the world. The GSSI conference is one of the leading international forums for research and practice in sales.
Two academic papers were presented
As part of the academic programme, Stephanie Jordan presented two research papers.
The first study is entitled “Developing DEI Sensitivity Capabilities in B2B Sales Negotiation Training”. In addition to Stephanie Jordan, the research project involved Simone Heckelsmüller (HNU), Maike Netscher (HNU), Dr Minna Heikinheimo (University of Eastern Finland), Katariina Ylönen (University of Eastern Finland), Prof. Dr Alexander Kracklauer (HNU) and Prof. Dr habil. Maximilian Frieß (HNU). The study examines how competencies in the area of diversity, equity and inclusion (DEI) can be specifically developed in training programmes for B2B sales negotiations.
The second paper presented, entitled “Conceptualising Sales Force Efficiency Through Effort per Turnover Unit: A Framework for Resource Allocation”, was produced under the leadership of the corresponding author, Lauri Kurki, from LUT University in Finland. Another contributor was Prof. Dr Jarkko Niemi (LUT University). The study develops a conceptual approach to assessing the efficiency of sales teams and to the targeted allocation of resources within sales.
International networking and new partnerships
Alongside the academic presentations, the conference focused above all on international exchange. Technical discussions, debates during the sessions and direct dialogue with researchers and practitioners provided fresh impetus for current research questions and potential collaborations.
Over recent years, the GSSI Global Sales Science Conference has evolved from a traditional academic conference into a global network that supports both early-career researchers and established researchers in the field of sales and sales management. For the HNU, participation once again provided a valuable platform to present the latest research findings on an international stage and to further expand existing networks.
