Methods of improving sales opportunities on retail milk routes: research for American Dairy Association and Milk Industry Foundation
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Incentive and Pay Plans
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American Dairy Association attitudes competitive Conclusions and Recommendations contests and promotions customer contacts dairies indicated dairy management personnel dairy management representatives dairy operations dairy products dairy store dairy to dairy dealers effective job employees evaluate factors group sales meetings group training home delivery business home delivery operations home delivery routes home delivery service important IMPROVING SALES OPPORTUNITIES increase independent distributors individual dairies industry leaders interviews with route labor leaders labor union labor-management market conditions Mass media advertising Method responses Percent Milk Industry Foundation number of routes OPPORTUNITIES ON RETAIL organizations pay plans present price differentials professional route salesmen Proportion of Method reported RETAIL MILK ROUTES retail routes Route Salesmen Proportion route supervisors routemen sales manager sales training meetings selling aid selling efforts selling on home selling techniques soliciting solicitors store prices study area supervision supervisory personnel Teamsters Union Total 100 Source training activities union leaders union officials union representatives