![Sample our Social Sciences journals, sign in here to start your FREE access for 14 days]({"type":"image" , "src" : "/sda/110822/TOC-Subject-Sample-2021-Social-Sciences.jpg"})
Abstract
Academic research is increasingly criticized for being out of touch with the needs of the business community. In an effort to assess this situation in the sales management area, a study of sales trainers and sales/marketing educators was conducted. Based upon similar ratings on 28 of 34 sales training sub-areas, the reading habits of educators, and a review of published articles, academicians specializing in sales management research appear to be in-touch with the needs of sales training practitioners. However, few practitioners report reading publications that feature academic articles. Recommendations for improving this situation are provided.