TITLE

HARRY R. TOSDAL

AUTHOR(S)
Strong, James T.
PUB. DATE
March 1990
SOURCE
Journal of Personal Selling & Sales Management;Spring90, Vol. 10 Issue 2, p73
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents information about Harry R. Tosdal, leader in sales management, and focuses on his contribution in the sales management thought. Tosdal has been categorized as one of the thirty early leaders in the development of marketing thought. He was both a student and later a professor at Harvard, one of the leading academic centers pioneering the development of marketing thought in the first part of the twentieth century. Tosdal's career at Harvard spanned five decades, ending in the late 1950's. One of his greatest contributions was the introduction of a course solely dedicated to sales management. He wrote seven major textbooks on personal selling and sales management. Perhaps the most remarkable of Tosdal's writings was his description of sales management tasks because his conception of sales management was essentially the modern view of marketing management, complete with a marketing concept, albeit not termed as such. Tosdal viewed the sales manager as an executive who integrates the other elements of the marketing mix with the efforts of the sales force. In the area of sales representative selection, Tosdal was one of the first scholars to recognize that salespeople represent an important corporate asset, not just an expense.
ACCESSION #
6652915

 

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