Description of the Journal

The Journal of Personal Selling & Sales Management (JPSSM), a quarterly publication, seeks to advance the theory and practice of personal selling and sales management and thereby simultaneously bridge the gap between the academic and business communities. In essence, JPSSM is a forum for "cross-talk" among sales educators, researchers, and practitioners. First published in 1980, JPSSM offers readers high-quality research and conceptual work that spans an extensive array of topics (e.g., motivation, performance, evaluation, team selling, national account management). The associate editors and review board consist of highly regarded individuals having in-depth expertise and knowledge in personal selling and sales management.

As the only academic research-based journal in the fields of personal selling and sales management, JPSSM serves a diverse readership. Sales executives, professors, researchers, trainers, and students read JPSSM to (1) gain a broader perspective of selling and sales management beyond the boundaries of personal experience; (2) stay abreast of the knowledge explosion in selling and sales management, including the latest research findings and evolving concepts; and (3) obtain a better understanding of the thought processes and activities in which sales leaders and scholars agree.

JPSSM, in addition to publishing feature articles, biannually publishes an Abstracts Section which contains summaries of contemporary sales-related articles found in over sixty academic and trade publications. Abstracts are classified according to subject area.