Cases in sales management

Front Cover
Julius Sterling Livingston, Robert Tyrrell Davis
R. D. Irwin, 1962 - Business & Economics - 722 pages
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Contents

Scott Paper Company
3
Electrical Appliance Distributors Inc
11
Northeastern Recording
18
jewel Tea Company Home Service Routes
26
B The Field Sales Manager
42
The Mercer Company
53
Avery Equipment Company
59
Plymouth Office Machine Company A
66
Bangor and Aroostook Railroad
187
B Estimating Sales Potential and Forecasting Sales
205
Manning Territories and Assigning Accounts
291
Recruiting and Selecting Sales Personnel
323
E Preparing the Sales Presentation
405
PART Ill EXECUTING THE SAl ES PROGRAM
449
B Evaluating and Controlling Sales Performance
501
Compensating and Motivating Salesmen
542

Bruce Hendersons Review
72
Organization of the Sales Activity
79
Sales and Marketing Executives
101
Oak Creek Furniture Company
121
Salisbury Cofiee Company
135
Knitron Fabrics Inc
148
A Determining Competitive Strategy
163
Supervising Salesmen
627
Radio Station WMAK
677
Electro Inc
685
Skyline Petroleum Company
697
INDEX OF CASES
721
Copyright

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