Abstract
Within the contemporary business milieu, the discipline of selling and sales management has taken on a more prominent role in recent years. Myriad factors have contributed to the rise of interest in sales including globalization, technology, more sophisticated analytical approaches and new opportunities for co-creation of value between organizations and their customers. Over the past three decades, seven faculty consortia in sales have served as milestones to document the progress 2of the field, particularly the evolution of academic research. This article provides key takeaways from the most recent American Marketing Association (AMA) Faculty Consortium in Selling and Sales Management, which had the overarching goal of fostering new opportunities for building intercontinental research teams to effectively address the substantive issues for the future of the field.
Original language | English |
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Pages (from-to) | 232-239 |
Number of pages | 8 |
Journal | Journal of Personal Selling and Sales Management |
Volume | 34 |
Issue number | 3 |
Early online date | 14 Apr 2014 |
DOIs | |
Publication status | Published - 31 Dec 2014 |
Keywords
- sales analysis
- sales history
- sales topics
- sales trends