TY - JOUR
AU - Strong, James T.
AB - Spring 1990 Leaders in Selling and Sales Management HARRY R. TOSDAL by James T. Strong University of Akron and Jon M. Hawes University of Akron As the discipline of marketing matures it is appro­ reading Tosdal's work is how applicable it is to priate that more attention be paid to the historical today's business environment. Many ofthe problems development of the field. An understanding of the in personal selling and sales management that Tos­ history of marketing better enables scholars and dal addressed as early as 1921 are essentially the practitioners to assess the dynamics that shape the same ones that face sellers today. His recommenda­ field today and provides a context for predicting and tions are often very comparable to the ones currently being proposed as "new." In many cases, only the understanding future developments in the field. terminology has changed. This essay honors the career of Harry R. Tosdal by reviewing some of his many contributions to sales management thought. Tosdal has been categorized Major Contributions as one of the thirty early leaders in the development Sales Management Tasks of marketing thought (Bartels 1976). He was both a student and later a professor at Harvard, one of 
TI - Leaders in Selling and Sales Management: HARRY R. TOSDAL
JF - Journal of Personal Selling & Sales Management
DO - 10.1080/08853134.1990.10753825
DA - 1990-01-01
UR - https://www.deepdyve.com/lp/taylor-francis/leaders-in-selling-and-sales-management-harry-r-tosdal-l1sUmlJpM1
SP - 73
EP - 76
VL - 10
IS - 2
DP - DeepDyve
ER -