Sustainable sales
Journal Article
Mackenzie, C. (2023)
Sustainable sales. International Journal of Sales Transformation, 9(1), 40-43
In a world where sustainability is the new buzzword, is “sustainable sales” just greenwashing or can it genuinely support the creation of a company’s unique selling propositio...
TPACK Towards ICT Integration: Does Creativity Have Moderating Effect?
Journal Article
Khreshna, B., Mintasih, I., Mackenzie, C., & Santika, V. (2022)
TPACK Towards ICT Integration: Does Creativity Have Moderating Effect?. International Journal of Pedagogy and Teacher Education, 6(2), https://doi.org/10.20961/ijpte.v6i2.66748
The purpose of this study was to examine an effect of technological pedagogical and content knowledge (TPACK) on information and communication technology (ICT) integration in ...
Supporting sales professionals in continuous professional development: a framework for training, mentoring and coaching
Journal Article
Mackenzie, C., & Bauer, A. C. (2022)
Supporting sales professionals in continuous professional development: a framework for training, mentoring and coaching. Wirtschaft und Management, 32, 67-85
This conceptual paper has the aim of providing a tool suitable for supporting the continuous professional development of sales management and staff.
Previous research high...
Sales Insights: wise words for beginners in Business-to-Business sales
Book
Mackenzie, C., & Bauer, A. (2022)
Sales Insights: wise words for beginners in Business-to-Business sales. Jakarta, Indonesia: Seameo Seamolec
This is book for those who are studying or beginning a career in sales. It is not a 'line-by-line' sales process but provides small bite sizes pieces of thinking. This book wa...
Learning Through Competition
Journal Article
Mackenzie, C., Bauer, A. C., & Reiterer, J. (2022)
Learning Through Competition. International Journal of Sales Transformation, 8(1), 11-12
The USA has been foremost in developing and promoting sales competitions for university graduates. However, this dominance is quietly being challenged by the Europeans and uni...
The new normal: The role of B2B Sales in Supply chain and logistics strategy
Presentation / Conference
Mackenzie, C. (2021, December)
The new normal: The role of B2B Sales in Supply chain and logistics strategy. Presented at ISAC, Online
The Role of B2B Sales in Supply chain and Logistics strategy- A talk given at the opening of the Indonesian Sales competition.
This talk illustrated the importance position ...
Emerging from the Pandemic
Journal Article
Mackenzie, C. (2021)
Emerging from the Pandemic. International Journal of Sales Transformation, 2-25
What do companies and organisations need to think about relevant to sales and the changing landscape in the 'new normal'. A view from academics and practitioners
Sales is not just about action but interaction
Presentation / Conference
Mackenzie, C. (2021, October)
Sales is not just about action but interaction. Presented at Turku University of Applied Science, Online
An explanation about how sales is not simply about talking but about the process of interacting.
A new paradigm for CPD in Sales
Journal Article
Mackenzie, C., & Bauer, A. C. (2021)
A new paradigm for CPD in Sales. International Journal of Sales Transformation, 7(4), 10-13
This concept paper discusses the benefits of a continuous Training, Mentoring and Coaching cycle for sales managers and sales executives. It explains the different stages of t...
Introducing the Psychological contract into Sales Education
Journal Article
Mackenzie, C. (2021)
Introducing the Psychological contract into Sales Education. International Journal of Sales Transformation, 7.3, 16-18
This is a discussion document about introducing students of sales education the benefits of the psychological contract. It explains the different types of business contracts ...