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Global Sales Science Institute 2018


Call for Papers Deadline Extended - Submissions now due on January 31, 2018

The Global Sales Science Institute (GSSI) Conference is a unique gathering of international scholars and practitioners interested in sharing and advancing cutting edge professional selling and sales management practices, research, and education. In keeping with its title, the GSSI Conference is held in a different country every year. This year marks the 12th year that the conference has been held.


The 2018 GSSI Conference will be co-hosted by the FHWien der WKW - University of Applied Sciences for Management and Communication and the University of Wyoming, and will be held in Vienna, Austria. In addition to scientific research, the conference will address best practices in sales education, making the conference an excellent venue for sales educators looking for professional development opportunities. In an effort to highlight research opportunities and bridge the gap between academia and practice, special sessions with guest speakers will be devoted to business development, professional selling, sales management, and sales education challenges.


For more information about GSSI Conference, please contact the Conference Co-Chairs.
Professor Ilona Pezenka,
Professor Marina Prem,
Professor Mark Leach,

                 fh wien logo            uwyo logo

Topics of interest

Sales management, sales leadership, organizational enablers

•               Leading, managing, motivating, coaching the sales force in disruptive environments

•               Cross cultural comparisons on sales management and sales leadership

•               Managing and leading virtual sales teams

•               Managing and enhancing salespeople’s job satisfaction and subjective well-being

•               Managing and leading different generations of salespeople

•               Sales 2.0 technologies and emerging trends

•               Sales and marketing alignment

•               Role of marketing in enabling the sales process, and sales performance

•               Leveraging information technology (e.g., CRM, social media, mobile marketing)

•               Cross cultural comparisons on how technology affects sales efficiency and effectiveness

•               Effective training and development of sales managers and salespeople


Professional selling, buyer-seller interactions

•               Customer relationship management

•               Customer engagement and retention

•               Relationship building

•               Key account management

•               Sales negotiations

•               Comparison, assessment of selling techniques and strategies

•               Differentiation through selling sustainable products and value propositions

•               Adapting selling style to customer’s buying process

•               Social selling

•               Challenges in co-creating cost-effective value propositions

•               Cross cultural comparisons on buyer-seller interactions and co-creation process

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