Selling and Sales Management

69 Pages Posted: 19 Jun 2019

See all articles by Sanjog Misra

Sanjog Misra

University of Chicago - Booth School of Business

Date Written: March 17, 2019


About 10% of the US labor force is employed in selling related occupations and the expenditures on selling activities total close to 5% of the US GDP. Without question, selling occupies a prominent role in our economy. This chapter offers a discussion on the construct of selling, its role in economic models and the various aspects of firm decisions that relate to it.

Keywords: selling, salespeople, compensation, organizational economics, personnel economics

JEL Classification: J33, D22, L21, M51, M52, M3, M1

Suggested Citation

Misra, Sanjog, Selling and Sales Management (March 17, 2019). Available at SSRN: or

Sanjog Misra (Contact Author)

University of Chicago - Booth School of Business ( email )

5807 South Woodlawn Avenue
Chicago, IL 60637
United States

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