About NCSM

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

The NCSM meeting is held each year in conjunction with the national convention of Pi Sigma Epsilon, and many PSE faculty advisors find it possible to participate in both meetings. The NCSM program normally begins with a welcoming reception on Wednesday and continues through Saturday afternoon. Registration includes admittance to the awards brunch where the award for best paper at the conference is announced.

The NCSM is a collegial gathering. Starting with the 1998 conference, "corporate casual" attire has been the norm for all sessions, although those wishing to wear a tie are welcome to do so. The emphasis during paper presentations is on helping the presenter improve their concepts. Papers normally include a mixture of conceptual, empirical, and education-oriented pieces. Because the number of papers accepted is limited, there are no concurrent sessions at NCSM, meaning that there are always many people in the audience for every session. In addition to paper presentations, NCSM normally includes a session devoted to hearing from industry executives. In this way, academic attendees have an opportunity to learn about new directions in personal selling and sales management directly from those involved.

NCSM in recent years has become an important place to learn about future directions in sales. The awards for best JPSSM article and best JPSSM reviewers during the previous year are announced annually at NCSM. In 1994, Dr. Tom Ingram presented the salesperson certification process adopted by the Sales and Management Executives International organization. This was the first public exposure of the ADAPT process as an extension of the SPIN selling process. In 1998, Dr. Terry Loe presented plans for a national student sales role play competition. In 2005, Gerard Edwards, SMEI Director of Education, presented an update on the SMEI certification process, and Adam Rapp presented details of the use of HLM in a sales context.

NCSM has become an important venue to support doctoral students in early and late stages of their programs. In 2004 Adam Rapp and Keith Richards met each other at NCSM, and returned in 2005 to present a paper they had worked on together. The format of NCSM, where a lot of time is available for networking, is particularly valuable to doctoral students with interests in the sales area. Up to three one-thousand dollar Doctoral Research Grants are available to support doctoral student research.

We hope you'll make plans to attend the next National Conference in Sales Management. Be sure to read the Call for Papers and fill out the Conference Registration. We look forward to seeing you there!

Past positions for the
National Conference in Sales Management
Year Program Chair Proceedings Editor Conference Location
2016

Scott Widmier
Kennesaw State University

Lisa R. Simon
California Polytechnic State University,
San Luis Obispo

Milwaukee, WI
2015

Mike Mallin
University of Toledo

Scott Widmier
Kennesaw State University

Houston, TX
2014 Mike Mallin
University of Toledo

Scott Widmier
Kennesaw State University

Miami, FL
2013 Concha Allen
Central Michigan University
Mike Mallin
University of Toledo
San Diego, CA
2012 Concha Allen
Central Michigan University
Mike Mallin
University of Toledo
Indianapolis, IN
2011 Ellen Pullins
University of Toledo
Concha Neeley
Central Michigan University
Orlando, FL
2010 Ellen Pullins
University of Toledo
Concha Neeley
Central Michigan University
Milwaukee, WI
2009 Mark Johlke
Bradley University
Ellen Pullins
University of Toledo
Norfolk, VA
2008 Mark Johlke
Bradley University
Ellen Pullins
University of Toledo
Dallas, TX
2007 Mark Johlke
Bradley University
C. David Shepherd
Georgia Southern University
Irvine, CA
2006 C. David Shepherd
Kennesaw State University
Mark Johlke
Bradley University
Minneapolis, MN
2005 Scott Inks
Ball State University
C. David Shepherd
Kennesaw State University
Miami Beach, FL
2004 Scott Inks
Ball State University
C. David Shepherd
Kennesaw State University
Reno, NV
2003 David Reid
The University of Toledo
Scott A. Inks
Ball State University
Cincinnati, OH
2002 David Reid
The University of Toledo
Jon Hawes, University of Akron
Scott A. Inks, Middle Tennessee St. U.
Atlanta, GA
2001 Michael A. Humphreys
Illinois State University
Jon Hawes
The University of Akron
Dallas, TX
2000 Michael A. Humphreys
Illinois State University
Jon Hawes
The University of Akron
Anaheim, CA
1999 Michael R. Williams
Illinois State University
Michael A. Humphreys
Illinois State University
New Orleans, LA
1998 Michael R. Williams
Illinois State University
Michael A. Humphreys
Illinois State University
Norfolk, VA
1997 Timothy A. Longfellow
Illinois State University
Michael R. Williams
Illinois State University
Cincinnati, OH
1996 Timothy A. Longfellow
Illinois State University
Michael R. Williams
Illinois State University
Anaheim, CA
1995 Dan C. Weilbaker
Bowling Green State University
Timothy A. Longfellow
Illinois State University
Atlanta, GA
1994 Dan C. Weilbaker
Bowling Green State University
Rick E. Ridnour
Northern Illinois University
St Louis, MO
1993 Ramon A. Avila
Ball State University
Dan C. Weilbaker
Bowling Green State University
Orlando, FL
1992 Ramon A. Avila
Ball State University
Dan C. Weilbaker
Bowling Green State University
Chicago, IL
1991 E. James Randall
Georgia Southern University
Roberta J. Good
Central Missouri State University
Anaheim, CA
1990 David J. Good
Central Missouri State University
James B. Deconinck
Central Missouri State University
 Dallas, TX
1989 David J. Good
Central Missouri State University
David J. Good
Central Missouri State University
New Orleans, LA
1988 E. James Randall
Georgia Southern University
David J. Good
Central Missouri State University
  Atlanta, GA
1987 E. James Randall
Georgia Southern University
E. James Randall
Georgia Southern University
 Phoenix, AZ
1986 E. James Randall
Georgia Southern University
E. James Randall
Georgia Southern University
 Kissimmee, FL
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