The Edward H. Schmidt School of Professional Sales

Sales Research

With three regular full time faculty members, two lecturers, and one PQ director, the Edward H. Schmidt School of Professional Sales (ESSPS) at University of Toledo has been remarkably productive. Our record boasts two college research awards, a best article award from the premiere sales conference, and several hits in the five top marketing journals. The ESSPS also houses the endowed Schmidt Research Professor of Sales & Sales Management.

With a combined record of 46 refereed journal publications, four invited articles and in excess of 20 conference presentations, the faculty has demonstrated a strong ability to research and be productive in contributing to the overall scholarship of the sales field  (ESSPS Faculty Publications).  Many of these articles are in highly rated journals including the top sales journal, Journal of Personal Selling & Sales Management. Our record also includes hits at Journal of Marketing Research, Industrial Marketing Management, and Journal of Academy of Marketing Science, all top 10 journals in the marketing area.  Currently the faculty boasts eight articles at various stages in the review process at top sales journals, with over 20 research projects as works in process.

In addition to a strong publication record, the tenure track faculty holds/has held jointly six Editorial Review Board Positions, as well as two years of national conference proceedings editorship, and a number of national/international professional organization service positions including chairing a national conference. We also co-founded the Global Sales Science Institute, which is now a significant organization representing sales academics on an international level. The chairmanship currently is held by UToledo faculty.

While the tenure track faculty research is impressive, a surprising thing about the ESSPS faculty is the research activity of the non-tenured track part of the faculty.  They have had research and projects published in the National Conference in Sales Management (NCSM) on sales force automation (2009),  intergenerational selling (2007), undergraduate willingness to relocate (2006), and Sales Force Automation Labs (2005). Jointly the visiting instructor and assistant director currently have a paper that is under review at the Journal of Marketing Education.

In looking across the contributions of the faculty, it is easy to see that this is a faculty highly dedicated to scholarship and making a positive impact to our understanding of the field of professional selling and sales management.

Last Updated: 7/3/19