Sales have been the subject of academic studies since the second
half of the twentieth century but they were still held to be non
strategic and marginal, as reflected by the scarce amount of
academic works published on the matter. This has marked a gap
between scholars and operational practices. Only in the last
decade, as new marketing researches and theoretical models were
added, has academics' interest towards sales management arisen. It
is relevant to debate on what emerges from the work of some
academics who underline the urgency to address more research from
scholars on sales and, at the same time, to consider the growing
needs of companies, so as to fill the gap between academic and
corporate realities. In this book the author, with different
approaches to theoretical analysis, intends to address and explore
the many trends that emerge from the academic literature on sales
management.
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