Emerging Issues in Sales Management

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.

Silvio Cardinali is Assistant Professor at the Economics Faculty "G. Fuà", Università Politecnica delle Marche. He teaches Communications and Sales Management. He is the author of various articles and monographs on sales management and geomarketing. He is lecturer at LUISS BS, at CUOA and ISTAO.