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An Organizational Tuneup
Matching Field Effort and Sales Potential
Evaluating Channels of Distribution
6 other sections not shown
accounts actual American Cyanamid Company American Motors Corporation amount analyze automotive average basic basis company's consider Corporation dealers determine develop distribution channels distribution costs distribution points distribution system distributors Division dollar sales Dun and Bradstreet established evaluation example Exhibit factors field sales forecast formula geographic Girdwood Gordon Moore gross profit home office increased industrial information system inventory Jefferson Island Joseph Dixon major manpower model marginal profit market areas market units Maytag number of calls objectives organizational over-all pattern plant problem product lines quota regression analysis resource analysis routing Royal Typewriter Company sales cost sales districts sales effort sales force sales manager sales organization sales potential sales power sales territory salesmen scheduled second-echelon selling expense share step STEWART-WARNER CORPORATION structured sales territory design time-and-duty tion total sales trading areas Vice President—Marketing