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Toward a New Concept of Sales Management

Leslie M. Dawson
Journal of Marketing
Vol. 34, No. 2 (Apr., 1970), pp. 33-38
DOI: 10.2307/1250832
Stable URL: http://www.jstor.org/stable/1250832
Page Count: 6
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Toward a New Concept of Sales Management
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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.

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