Sales & Account Management Strategy Research Unit

The Sales & Account Management Strategy Research Unit (SAMS) is a centre for research in the area of the strategic choices faced by companies in managing buyer-seller relationships.

We are particularly interested in the strategic development of sales organisations, and the use of new approaches like key and global account management structures to manage critical relationships with major customers.

SAMS is linked to an international grouping of academic research partners with whom we conduct research studies. It is building a network of business partners to participate in extending and applying our research to the world of practice in the form of a research club.

The goals of the SAMS research unit are:

To be a centre of excellence in the area of sales management strategy and key/strategic account management
To disseminate research findings through conferences, web-based communications, management workshops, and regular practitioner events
To challenge conventional approaches to the strategic management of buyer-seller relationships in business-to-business marketing
To create a network of academic partners and company associates involved in new research
To publish our research in leading international journals, as well as high-impact managerial outlets
To develop research grant applications around new projects and attract doctoral students to the study of sales strategy and key account management.