Item Details

Salesmanship and Sales Force Management

Edited by Edward C. Bursk and G. Scott Hutchison
Format
Book
Published
Cambridge, Mass., Harvard University Press, 1971.
Language
English
ISBN
0674785304
Contents
  • The development of sales and salesmen. What makes a good salesman, by D. Mayer and H. M. Greenberg. Are your salesmen paid too much?, by K. R. Davis. Missing ingredient in sales training, by J. M. Frey. Specialize your salesmen!, by G. N. Kahn and A. Shuchman. Door-to-door selling, by V. P. Buell. Deploying multi-line salesmen, by R. W. Stickney. Successful sales techniques, by J. M. Hickerson. The mystique of super-salesmanship, by R. N. McMurry. More psychology in selling, by R. C. Brewster.
  • The role of the sales force manager. Sales managers must manage, by R. O. Loen. Sales management in the field, by R. T. Davis. New sales management tool: ROAM, by J. S. Schiff and M. Schiff. Sales power through planned careers, by A. E. Pearson. Get the most out of your sales force, by D. A. Newton. How many salesmen do you need?, by W. J. Semlow.
  • The relationship of sales and marketing. Behavioral approach to industrial selling, by J. W. Thompson and W. W. Evans. View your customers as investments, by E. C. Bursk. How to rationalize your marketing risks, by M. R. Greene. The new markets--think before you leap, by T. Levitt.
Description
ix, 191 p. illus. 29 cm.
Notes
"Articles selected from the Harvard business review for the series entitled The business administrator."
Technical Details
  • Access in Virgo Classic

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    a| Cambridge, Mass., b| Harvard University Press, c| 1971.
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    a| ix, 191 p. b| illus. c| 29 cm.
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    a| The development of sales and salesmen. What makes a good salesman, by D. Mayer and H. M. Greenberg. Are your salesmen paid too much?, by K. R. Davis. Missing ingredient in sales training, by J. M. Frey. Specialize your salesmen!, by G. N. Kahn and A. Shuchman. Door-to-door selling, by V. P. Buell. Deploying multi-line salesmen, by R. W. Stickney. Successful sales techniques, by J. M. Hickerson. The mystique of super-salesmanship, by R. N. McMurry. More psychology in selling, by R. C. Brewster.--The role of the sales force manager. Sales managers must manage, by R. O. Loen. Sales management in the field, by R. T. Davis. New sales management tool: ROAM, by J. S. Schiff and M. Schiff. Sales power through planned careers, by A. E. Pearson. Get the most out of your sales force, by D. A. Newton. How many salesmen do you need?, by W. J. Semlow.--The relationship of sales and marketing. Behavioral approach to industrial selling, by J. W. Thompson and W. W. Evans. View your customers as investments, by E. C. Bursk. How to rationalize your marketing risks, by M. R. Greene. The new markets--think before you leap, by T. Levitt.
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    a| Sales personnel.
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    a| Sales management.
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    a| Hutchison, George Scott, e| joint comp.
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