Preface

Much of the Western world has experienced a rapid shift from a production-focused to a sales- and service-focused economy. Approximately one in nine people in the U.S. workforce hold sales-related positions. In fact, selling is the second largest employment category in the United States, offering an enormous variety of different employment contexts and opportunities to more than 21 million salespeople nationwide. Moreover, as sales researchers predict, this figure will go up by the year 2020, as more than two million more workers will be added to the sales profession. Despite these staggering numbers conveying the importance of the sales function, business education has been slow to act to the market’s increased demand for highly trained ...

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