FROM SELLING TO SALES MANAGEMENT: A DEVELOPMENTAL MODEL

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