Chapter 8. Selling and sales management

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.

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Year of publication:	2019
Authors:	Misra, Sanjog
Published in:	Handbook of the economics of marketing : Volume 1. - San Diego : Elsevier Science & Technology, ISBN 978-0-444-63765-9. - 2019, p. 441-496
Subject:	Salesforce \| Selling \| Salespeople \| Agency theory \| Principal agent \| Incentives \| Contracts \| Moral hazard \| Marketing \| Personnel economics \| Industrial organization \| Prinzipal-Agent-Theorie \| Theorie \| Theory \| Moral Hazard \| Verkauf \| Verkaufspersonal \| Leistungsanreiz \| Performance incentive

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Type of publication:	Article
Language:	English
Other identifiers:	10.1016/bs.hem.2019.07.001 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10014023351