The main objective of the journal is to provide a focus for collaboration between practitioners and academics for the advancement of education and research in the areas of selling and major account management. Our audience is comprised of both practitioners in industry and academics researching in sales.
The journal strives to enhance best practice in the field of selling, broadly defined. Articles that promote this will be given priority for publication. Empirical papers that help validate theory and industry reality are sought, but strategic conceptual articles are welcome that truly articulate paradigm shifts in the selling process. Additionally, practitioner articles which provide commentaries, best practices and case studies that address key sales issues are desired.
All academic papers published will contain an executive summary that identifies and discusses the managerial implications of the research findings.