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<title>Research Papers — Frameworks on How Selling Works | KK Srivastava</title>
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<div class="crumbs"><a href="index.html">Home</a> / <a href="publications.html">Publications</a> / Research Papers</div>
<span class="eyebrow">Research Papers</span>
<h1>Ideas worth arguing about.</h1>
<p>A catalogue of KK’s papers and frameworks on how selling really works — drawn from four decades of leading and studying commercial organisations.</p>
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<div class="card--num"><div class="num">Paper 01</div></div>
<h3 style="font-size:1.18rem">Selling is a ‘Transfer of Emotions’</h3>
<p>Cynicism, indifference, conviction — why emotion decides the sale before logic ever does.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 02</div></div>
<h3 style="font-size:1.18rem">e = mc²</h3>
<p>A model for the energy and multipliers that drive sales performance.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 03</div></div>
<h3 style="font-size:1.18rem">Challenges of First-Time Sales Managers</h3>
<p>The predictable traps in the move from top rep to team leader.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 04</div></div>
<h3 style="font-size:1.18rem">Channel Partner Appointment — Tactical or Strategic?</h3>
<p>Appointing partners for the quarter, or building them for the market.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 05</div></div>
<h3 style="font-size:1.18rem">Sales & Prejudice</h3>
<p>The hidden biases that shape how we sell, hire and judge performance.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 06</div></div>
<h3 style="font-size:1.18rem">The 3 Broad Challenges of a Sales Organisation</h3>
<p>High performance, consistent performance and predictable performance — and why all three matter.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 07</div></div>
<h3 style="font-size:1.18rem">Sales People Motivators & Demotivators</h3>
<p>Wish lists versus pain points, mapped from the Gillette field.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 08</div></div>
<h3 style="font-size:1.18rem">Profiling a Successful Sales Person</h3>
<p>The traits and behaviours that predict success — from Gillette India.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 09</div></div>
<h3 style="font-size:1.18rem">SFA — an Enabler or a Surveillance Tool?</h3>
<p>How sales-force automation is really received, and how to make it an enabler.</p>
<a href="contact.html" class="card__link">Request this paper <svg viewBox="0 0 24 24" fill="none" stroke="currentColor" stroke-width="2.2"><path d="M5 12h14M13 6l6 6-6 6"/></svg></a>
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<div class="card--num"><div class="num">Paper 10</div></div>
<h3 style="font-size:1.18rem">Manufacturing-Centric vs Customer-Centric Companies</h3>
<p>Two operating mindsets, and what each does to commercial results.</p>
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<p class="center reveal" style="margin-top:34px;color:var(--muted);font-size:.95rem">Papers are shared on request and within engagements. <a href="contact.html" style="color:var(--red);font-weight:600">Request a paper</a> for your team.</p>
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<div class="wrap"><div class="cta-band reveal"><div class="split" style="align-items:center">
<div><span class="eyebrow">Put the thinking to work</span><h2 class="h-lg">Bring these ideas into your organisation.</h2><p class="mb-0">Each paper can anchor a workshop or a conversation with your sales leadership.</p></div>
<div><div class="btn-row"><a href="contact.html" class="btn btn--primary">Enquire now</a><a href="publications.html" class="btn btn--outline-light">More publications</a></div></div>
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