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IntroductionThe Problem of the Machine Tool In dustry
The Four Fundamentals of Machine Tool Selling
The Buyers Slant on Past Performance
24 other sections not shown
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advertising analysis answer antifriction basic best buy better buyer buying cent combination competition considered cost crankshafts customer's plant delivery depreciation Depreciation reserve determine direct labor direct mail distributor drill drill press economic effective elements equipment estimate factory give going handling important improve increase inquiry interest interview investment involved jig borer keep knowledge lathe machine tool builder machine tool industry machine tool salesman man-machine charts manager manufacturing ment methods necessary needs objections obsolete machine operation organization over-all personal selling plans possible present problem procedures production profit proposal prospect purchasing agent question quotation realize records replacement result Return on Investment sales engineer salesman knows salesman's job selection selling tool specific spindle story sure talk tell territory thing tion tomer trouble turret lathes type of machine wants