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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
25 other sections not shown
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advertising analysis answer basic better buyer buying cent CHAPTER chine combination competition considered contract cost crankshafts customer's plant delivery depreciation Depreciation reserve direct labor direct mail drill drill press duction 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 metalworking methods mind necessary needs objections operation organization over-all personal selling plans possible present problem procedures production profit proposal prospect question quotation realize records replacement result Return on Investment Robinson-Patman Act sales engineer salesman knows selection selling tool specific spindle sure talk tell territory thing tion tomer trouble trust laws turret lathes type of machine wants