Academic Journal
DEVELOPMENT OF THE SALES ACADEMIC DISCIPLINE: THE EARLY YEARS.
| Title: | DEVELOPMENT OF THE SALES ACADEMIC DISCIPLINE: THE EARLY YEARS. |
|---|---|
| Authors: | Strong, James T.1 jtstrong@csustan.edu, Hawes, Jon M.2 jon.hawes@indstate.edu |
| Source: | International Journal of Sales, Retailing & Marketing. 2020, Vol. 9 Issue 2, p27-37. 11p. |
| Abstract: | This paper describes the early development of the sales academic discipline. While many universities now offer various courses in sales, that was not always the case. A little over one hundred years ago, there were no academic journals, hardly any trade magazines, and few books devoted to the topic of sales or sales management. This paper explains the origin and traces a number of early advancements in this important field of study. It provides context for the work now performed by hundreds of thousands of salespeople and sales managers around the globe. It also provides important background for the discipline which is now taught by sales scholars but was once unknown. Conceptual and applied developments are discussed and educational efforts along with landmark books and trade magazines are examined. The paper shows that concepts in sales frequently assumed to be new or "modern" were often addressed early in the genesis of this area of study and field of work that employs so many people. A historical timeline is also provided, tracing the development of conceptual contributions to sales during its early years. [ABSTRACT FROM AUTHOR] |
| Subject Terms: | *Sales management, *Book industry, *Sales personnel, Scholarly periodicals |
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| ISSN: | 2045810X |
| Database: | Business Source Complete |
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