TITLE

Leaders in Sales and Sales Management

AUTHOR(S)
Johnston, Wesley J.
PUB. DATE
May 1984
SOURCE
Journal of Personal Selling & Sales Management;May84, Vol. 4 Issue 1, p40
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article focuses on Roger D. Blackwell's contribution to the field of sales management. Blackwell was a top salesman well before he received his first college degree. This was a practical beginning to his quest for a true understanding of consumer behavior. Little did he realize at the time that he would later collaborate with James Engel and David Kollat to author the widely used textbook "Consumer Behavior" which is now in its fourth edition. The text has been translated into Japanese and has established Blackwell as an international authority in the area. After earning his B.S. and M.S. degrees at the University of Missouri, Blackwell received his doctorate at Northwestern University and immediately set out to combine the practicalities of selling and sales management with the theoretical underpinnings of the field. Blackwell has advanced the concept that industrial markets must be understood fundamentally as derivatives of consumer markets. Although primarily a researcher on consumer markets, he has nevertheless been involved in the sales and management development programs of many leading companies.
ACCESSION #
6290733

 

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