Selling and Sales Management
69 Pages Posted: 19 Jun 2019
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
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