Abstract While interest from the practitioner community in topics pertaining to global sales forces continues to accelerate, academic sales research that examines the challenges faced by these salespeople and their firms continues to lag behind. In response, the American Marketing Association (AMA) Sales Special Interest Group (Sales SIG) has recently developed an initiative designed to increase access to global sales force data. The initiative provides periodic, “snapshots” of the profession, via survey data, that can be used to guide sales scholars’ research agendas and provide critical insight into challenges facing salespeople across the globe. Recently, a group of sales scholars gathered to discuss the initial survey results from B2B salespeople in the United Kingdom, the Netherlands, Australia, and India. This manuscript reveals the interesting commonalities—and distinctions—between salespeople in those various countries on issues related to turnover, education and training, compensation, bureaucracy, technology usage, ethics, and macro-level challenges. Additionally, a subsequent discussion of the results, which we detail in this manuscript, reveals fruitful and important future research opportunities for sales scholars interested in global sales research.

中文翻译：

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跨文化的销售管理、教育和奖学金：全球研究的早期发现和未来研究的议程

摘要 虽然从业者社区对与全球销售力量有关的主题的兴趣不断增加，但研究这些销售人员及其公司面临的挑战的学术销售研究继续落后。作为回应，美国营销协会 (AMA) 销售特别兴趣小组 (Sales SIG) 最近制定了一项计划，旨在增加对全球销售队伍数据的访问。该计划通过调查数据定期提供该行业的“快照”，可用于指导销售学者的研究议程，并提供对全球销售人员面临的挑战的重要见解。近日，一群销售学者齐聚一堂，讨论了英国、荷兰、澳大利亚和印度的B2B销售人员的初步调查结果。这份手稿揭示了这些不同国家的销售人员在营业额、教育和培训、薪酬、官僚作风、技术使用、道德和宏观挑战等相关问题上的有趣共性和区别。此外，我们在本手稿中详细介绍的结果的后续讨论为对全球销售研究感兴趣的销售学者揭示了富有成果和重要的未来研究机会。