Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions

• Published in: The Journal of personal selling & sales management 2019-01, Vol.39 (1), p.2-22
• Main Authors: Singh, Jagdip, Flaherty, Karen, Sohi, Ravipreet S., Deeter-Schmelz, Dawn, Habel, Johannes, Le Meunier-FitzHugh, Kenneth, Malshe, Avinash, Mullins, Ryan, Onyemah, Vincent
• Format: Article
• Language: English
• Subjects: Artificial intelligence; digitalization; Digitization; Personal selling; research priorities; sales profession; sales professionals; technology
• ISSN: 0885-3134; 1557-7813
• DOI: 10.1080/08853134.2018.1557525

Recognizing the rapid advances in sales digitization and artificial intelligence technologies, we develop concepts, priorities, and questions to help guide future research and practice in the field of personal selling and sales management. Our analysis reveals that the influence of sales digitalization technologies, which include digitization and artificial intelligence, is likely to be more significant and more far reaching than previous sales technologies. To organize our analysis of this influence, we discuss the opportunities and threats that sales digitalization technologies pose for (a) the sales profession in terms of its contribution to creating value for customers, organizations, and society and (b) sales professionals, in terms of both employees in organizations and individuals as self, seeking growth, fulfillment, and status in the functions they serve and roles they live. We summarize our discussion by detailing specific research priorities and questions that warrant further study and development by researchers and practitioners alike.