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Abstract Effectively managing sales teams is a prerequisite for success in modern business markets. Thus, practitioners are increasingly interested in improving the performance of their sales teams. However, academic research… Click to show full abstract
Abstract Effectively managing sales teams is a prerequisite for success in modern business markets. Thus, practitioners are increasingly interested in improving the performance of their sales teams. However, academic research in the area is very scarce. Against this backdrop, this IMM special section on “Team Selling” aims at stimulating the level of discourse regarding how research in our field can be advanced. The present article introduces the special section; next, it summarizes the articles comprising the special section; and, finally, it concludes with our thoughts on fruitful research opportunities in the area of team selling.
Journal Title: Industrial Marketing Management
Year Published: 2019
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