NCSM – 2020 Conference



Professional Sales and Sales Management Practices for the 21st Century

2020 Conference       Doctoral Program        History       Contact Us

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Welcome to the website of the National Conference in Sales Management (NCSM). NCSM exists to create a premier conference and disseminate knowledge in the areas of sales management and personal selling.

The 2020 conference will be held in Norfolk, VA at the Norfolk Waterside Marriott, April 1-3, 2020.

The Program Chair for NCSM 2020 is Dr. David Fleming, Indiana State University,  Any questions about the Conference should be directed to him.

About the Conference

NCSM is the premier international gathering of scholars, instructors, and practitioners interested in professional selling and sales management research and teaching. Registration for NCSM begins at 7 a.m. on April 1st. Sessions will begin Wednesday at 1:00 p.m. followed by a welcome event that evening. Thursday will consist of a full day of research, teaching and special sessions followed by a scenic dinner cruise. Sessions will continue through Friday
afternoon, concluding with a special surprise event Friday evening. The conference consists of double-blind review competitive paper sessions, research round table sessions, sales education sessions, and a variety of special sessions devoted to connecting academia and practice. Cash prizes are awarded for best competitive papers, doctoral student paper, and teaching innovation presentation.

Awards & Recognition

Author(s) of the competitive paper manuscript judged to be the top paper in terms of quality and relevance will receive a plaque and a total paper award of $500.  The paper will later be separately reviewed for the Journal of Selling.

Presenters of the education session judged to be the top teaching and innovation will receive a plaque and total teaching award of $1,000.

Conference fees will be waived for all current doctoral students who attend the pre-conference session.  The best doctoral paper will be awarded the “2020 NCSM Doctoral Fellows” award with a $1000 research grant.

Hotel Accomodations

Hotel:  Norfolk Waterside Marriott, Norfolk, VA

Room Rates: $151/night

Reservations: 800-357-6050

Reservations can not be made yet, when registration opens you will be able to make your hotel reservation. Rooms must be reserved no later than February 15, 2020.

Submission Guidelines

Please follow closely

1. The complete paper should be submitted electronically at: to the appropriate session in Microsoft Word format no later than Friday, November 15, 2019.

 Be sure to submit your paper to the appropriate URL on the NCSM website:

2.   Please submit one (1) file with author information (names, affiliation, address, phone, and email) confined to the first page only. Please indicate which one author is the key contact for communication. The second page should begin with the manuscript title and abstract.

3.  Papers will be reviewed using a double-blind review Authors should avoid revealing their identities in the bodies of the papers (again, names are to be on the first page only). 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 Selling. Maximum length is 30 double- spaced pages, including tables, exhibits, and references. Submissions that exceed 30 pages will be immediately returned to the author for appropriate editing. As another option, authors may submit extended abstracts (~5 pages), which will also be double-blind reviewed (but extended abstracts are highly unlikely to win best paper awards).

Submission Guidelines (Continued)


 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 Conceptual research papers, extended abstracts (~5 pages), and works-in- progress are highly welcome and encouraged.

Note: Submissions not accepted for the competitive paper session will be automatically considered for inclusion in the Research Roundtable session, which is an interactive, small-group discussion designed to give authors suggestions and feedback about their research. Authors should inform the session chair (Dr. Greg Rich, if they prefer that their submission be considered exclusively for the Research Roundtable session – otherwise, the submission will first be considered for a competitive paper session.

5.   To be considered for presentation at the conference and publication in the Proceedings, a paper or a similar version of it must not: (a) have been previously published, (b) have been accepted for publication elsewhere, (c) be under an advanced stage (second or higher round) of review publication elsewhere, or(d) be submitted for review by another conference until such time as it is rejected from this conference.

6.   At least one author of an accepted paper must: (a) appear at the conference to present the paper, (b) return a properly formatted version of the paper (formatting instructions will be provided to the authors of accepted papers from the Proceedings Editor) to the Proceedings editor for publication in the Proceedings in abstract or full paper version, and (c) pre-register for the Conference no later than when submitting the final draft of an accepted paper(s).

  • "The NCSM conference is the best sales conference in the world where I get to meet the top researchers in this field. I am glad to be part of this unique group!

    Bruno Lussier, PhD , HEC Montréal
  • "I learned some best practices from both sessions and through separate impromptu meetings with attendees that I incorporate into my classes very easily and quickly. I was challenged to think about how I do things differently. "

    Dr. Jeffrey Hoyle, Central Michigan University
  • "I was a complete newbie to this conference and the fellow researchers about 4 years ago! Today, it feels like I have been attending this conference all my career!! I have built connections here. Already successfully concluded a research paper (accepted JPSSM) that was a direct result of attending this conference. Have picked up a variety of classroom techniques to engage students in ways that I wasn't aware of. Finally, even though I have a CB background I felt warm welcome from the researchers over here, who are genuinely friendly and brought me up to the speed in the field in no time! Thanks!"

    Maneesh Thakkar, Radford University

Thank You To Our Sponsors

Kristin PearsonNCSM – 2020 Conference