1980 1981 1982 1983 1984 1985 tot.
a.selling process and technique 2 1 1 3 1 8
b.motivation 1 2 2 2 1 8
c.general selling and sales management 2 3 2 2 2 4 15
d.sales evaluation and performance 2 4 2 2 2 2 14
e.sales organisation and positions 1 1 1 1 3 7
f.recruiting and selection 2 1 3
g.buyer behavior 1 1 1 1 4
h.supervision 0
i.social, legal and ethical responsability 1 1 2
l.turnover 1 1
m.training 1 1 1 1 4
n.measurement/market research 1 1
o.compensation 2 1 1 1 5
p.time and territory management 2 2
q.forecasting 1 1 1 3
r.sales and cost analysis 1 1
s.quotas 0
t.budgeting 0
u.Gender role 1 1 1 1 4
1986 1987 1988 1989 1990 tot.
a.selling process and technique 5 2 4 3 7 21
b.motivation 1 4 1 2 8
c.general selling and sales management 7 5 3 3 4 22
d.sales evaluation and performance 4 3 1 4 5 17
e.sales organisation and positions 2 1 1 3 7
f.recruiting and selection 3 1 5 1 10
g.buyer behavior 1 1 4 1 4 11
h.supervision 1 1 2 4
i.social, legal and ethical responsability 1 1 1 3
l.turnover 2 1 1 4
m.training 3 3 1 7
n.measurement/market research 0
o.compensation 1 4 5
p.time and territory management 1 1
q.forecasting 1 3 2 6
r.sales and cost analysis 1 3 1 5
s.quotas 0
t.budgeting 1 1
u.Gender role 1 1 3 1 6
Tabella riperesa da “Analyzing the content of marketing journals to asses trends in sales
force research: 1980-1992” Bush, Grant, 1994
1991 1992 1993 1994 1995 tot.
a.selling process and technique 1 2 3 7 3 16
b.motivation 3 2 5
c.general selling and sales management 7 7 7 9 5 35
d.sales evaluation and performance 3 6 5 4 4 22
e.sales organisation and positions 3 2 1 6
f.recruiting and selection 1 4 2 7
g.buyer behavior 2 1 3 6
h.supervision 2 1 3 6
i.social, legal and ethical responsability 7 4 2 1 14
l.turnover 1 1 2
m.training 2 1 4 2 9
n.measurement/market research 1 1 2
o.compensation 1 1
p.time and territory management 1 1
q.forecasting 1 1 2
r.sales and cost analysis 1 1
s.quotas 1 1 2
t.budgeting 0
u.Gender role 2 1 1 2 1 7
1996 1997 1998 1999 2000 tot.
a.selling process and technique 9 3 2 4 3 21
b.motivation 1 1 2
c.general selling and sales management 6 10 7 7 10 40
d.sales evaluation and performance 3 2 3 6 5 19
e.sales organisation and positions 1 1 3 1 2 8
f.recruiting and selection 1 1 2
g.buyer behavior 2 1 1 4
h.supervision 1 1 3 4 2 11
i.social, legal and ethical responsability 1 1 2 2 6
l.turnover 1 1
m.training 1 1 1 3
n.measurement/market research 1 1 2
o.compensation 1 1
p.time and territory management 1 1 2
q.forecasting 1 1
r.sales and cost analysis 1 1 1 3
s.quotas 1 1
t.budgeting 0
2001 2002 2003 2004 2005 2006 tot.
a.selling process and technique 4 2 3 4 4 3 20
b.motivation 1 1
c.general selling and sales management 12 11 6 9 10 10 58
d.sales evaluation and performance 3 4 3 4 1 1 16
e.sales organisation and positions 3 1 1 1 6
f.recruiting and selection 1 2 1 2 1 7
g.buyer behavior 5 1 1 1 2 10
h.supervision 2 1 1 4
i.social, legal and ethical responsability 2 1 1 1 3 8
l.turnover 1 1
m.training 1 2 1 4 8
n.measurement/market research 0
o.compensation 1 1 2
p.time and territory management 0
q.forecasting 0
r.sales and cost analysis 1 1
s.quotas 0
t.budgeting 0
