Sales at the Crossroads: AI, Ethics and the Future of Selling
Season 2, Episode 1
Artificial intelligence and automation are no longer just tools that help salespeople manage paperwork or track customers—they’re moving closer to the heart of the sales process. From lead scoring to customer interactions, technology is raising big questions about the future of selling. Can algorithms sell ethically? What happens to human judgment and empathy? And how do sales professionals adapt as the ground beneath them keeps shifting?
In this episode of AMS Illuminations, host Brad Carlson sits down with Ed Nowlin, professor of marketing at Kansas State University, whose research dives deep into the forces shaping sales performance. Together, they explore how AI is transforming the role of the salesperson, the ethical red flags that come with data-driven tools, and the skills the next generation of sales professionals will need to stay relevant.
The conversation spans both history and the future. Ed reflects on lessons from past technological shifts, like the printing press, to draw parallels with today’s AI revolution. He also shares candid thoughts on how empathy, listening, and adaptability remain core to sales success—even as machines take on more tasks. For educators and researchers, Ed highlights how teaching and scholarship can help students and companies think critically about new technologies rather than just chasing the latest shiny tool.
Episode Guests:
Edward L. Nowlin
Edward L. Nowlin, Ph.D., is a professor of marketing at Kansas State University. His research focuses on the drivers of salesperson performance, examining how information, managerial actions, and workplace relationships influence outcomes in sales. A second stream of his work explores the connections between fantasy sports, gambling, and consumer choice. Edward teaches courses in professional selling, sales management, and marketing channels management, where he combines rigorous scholarship with practical insights that prepare students for success in an evolving marketplace. His work contributes to both academic understanding and industry practice, offering valuable perspectives on the changing dynamics of selling.
Brad D. Carlson, Ph.D., Host
Brad D. Carlson, Ph.D., is a professor and James J. Pierson Endowed Chair in Marketing in the Richard A. Chaifetz School of Business at Saint Louis University, as well as the current president of the Academy of Marketing Science. Renowned for his exemplary teaching, research, and service, Brad has earned numerous accolades throughout his career. His research, which has appeared in prominent journals, including the Journal of the Academy of Marketing Science, focuses on practical and theoretical aspects of marketing that resonate both in academia and industry.
