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- Title
Toward a New Concept of Sales Management.
- Authors
Dawson, Leslie M.
- Abstract
The prevailing concept of the sales manager's role has changed markedly from the beginning of this century; this is the era of the marketing concept. In this article, the author contends that business is on the threshold of a new era of human and social concern, which will lead to a new sales management concept placing primary emphasis on the total development of human resources.
- Subjects
SALES management; PERSONNEL management -- Social aspects; SOCIAL responsibility of business; TALENT management; TOTAL quality management; INDUSTRIAL management &; society; SALES force management; BUSINESS cycles; MARKETING management; INDUSTRIES &; society; BUSINESS forecasting; SALES culture
- Publication
Journal of Marketing, 1970, Vol 34, Issue 2, p33
- ISSN
0022-2429
- Publication type
Article
- DOI
10.2307/1250832