Strong, James T.
March 1990
Journal of Personal Selling & Sales Management;Spring90, Vol. 10 Issue 2, p73
Academic Journal
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.


Related Articles

  • Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies. Strahle, William; Spiro, Rosann L. // Journal of Personal Selling & Sales Management;Aug86, Vol. 6 Issue 2, p11 

    The lack of research on the strategic relationship between marketing and sales reflects a more general lack of research on the linkages between marketing other functional areas of the firm. The purpose of this article is to examine the linkages between the four basic market share strategies,...

  • Strategy for System Sellers: A Grid Approach. Dunn Jr., Dan T.; Thomas, Claude A. // Journal of Personal Selling & Sales Management;Aug86, Vol. 6 Issue 2, p1 

    A system selling provides a complete system of benefits necessary to carry out a complex function or a process for the buyer. Systems sellers often use team of sales and technical professionals who jointly diagnose customer problems, prepare proposals and demonstrations, close sales and assist...

  • Market and Customer Analysis for Sales Management. Peters, J. Irwin; O'Keefe, Robert D. // Journal of Personal Selling & Sales Management;Spring/Summer81, Vol. 1 Issue 2, p44 

    The article reports on the development and application of methods aimed toward improving the interaction between sales and other marketing activities. The paper deals with three companies, two of which are divisions of a single corporation. Preliminary interviews with management of the three...

  • INTRODUCTION TO SALES MANAGEMENT. Haring, Albert // Journal of Marketing;Jan1958, Vol. 22 Issue 3, p350 

    The article reviews the book "Introduction to Sales Management," 4th ed., by Harry R. Tosdal.

  • INTRODUCTION TO SALES MANAGEMENT. Dirksen, Charles J.; Brown Jr., Horace B. // Journal of Marketing;Apr1951, Vol. 15 Issue 4, p514 

    The article reviews the book "Introduction to Sales Management," by Harry R. Tosdal.

  • PROBLEMS IN SALES MANAGEMENT. Phelps, D. M. // Journal of Marketing;Jul1940, Vol. 5 Issue 1, p79 

    The article reviews the book "Problems in Sales Management," by Harry R. Tosdal.

  • INTRODUCTION TO SALES MANAGEMENT. Phelps, Clyde William; Loberg, Harry J. // Journal of Marketing;Jul1941, Vol. 6 Issue 1, p83 

    The article reviews the book "Introduction to Sales Management," by Harry R. Tosdal.

  • Personal Selling & Sales Management Abstracts. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;Nov85, Vol. 5 Issue 2, p63 

    This article reviews different academic and trade publications containing contemporary sales-related articles. Abstracts are classified according to their appropriate topic areas. In the article "Impact of Organizational and Buyer Characteristics on the Buying Center," published in the journal...

  • Salesmen's Compensation. Faville, David E. // Journal of Marketing;Jul1953, Vol. 18 Issue 1, p109 

    The article reviews the book "Salesmen's Compensation," vol. 1 and 2, Harry R. Tosdal assisted by Waller Carson.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics