FROM SELLING TO SALES MANAGEMENT: A DEVELOPMENTAL MODEL
Alan J. Dubinsky
(Associate Professor of Marketing in the College of Business and Economics at the University of Kentucky)
Thomas N. Ingram
(Associate Professor of Marketing in the College of Business and Economics at the University of Kentucky)
428
Abstract
Despite the importance of developing sales personnel to become sales managers, virtually no attention has been given to this topic in the sales management literature. This paper presents a model that sales executives can use in developing potential sales managers. Valuable sales management skills are identified and methods for providing skill development are offered.
Citation
Dubinsky, A.J. and Ingram, T.N. (1984), "FROM SELLING TO SALES MANAGEMENT: A DEVELOPMENTAL MODEL", Journal of Consumer Marketing, Vol. 1 No. 3, pp. 43-52. https://doi.org/10.1108/eb008105
Publisher
:MCB UP Ltd
Copyright © 1984, MCB UP Limited