Leaders in Selling and Sales Management: John Cameron Aspley and the Dartnell Corporation

Strong, James T.
January 1992
Journal of Personal Selling & Sales Management;Winter92, Vol. 12 Issue 1, p65
Academic Journal
John Cameron Aspley revolutionized the sales management discipline in 1916 by introducing a mimeographed news bulletin designed to provide salespeople with periodic and timely information to improve their performance. Aspley recognized that salespeople needed such information but that there was no other easily accessible source. He felt that salespeople and sales managers could benefit from learning about sales techniques and management practices that were successful in other industries so he established The Dartnell Sales Service. This news bulletin was an inter-industry vehicle for exchanging personal selling techniques and sales management principles.


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