Modern Salesmanagement: A Practical Handbook and Guide |
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Page 60 - Maine New Hampshire Vermont Massachusetts Rhode Island Connecticut New York New Jersey Pennsylvania Delaware Maryland Virginia West Virginia North Carolina South Carolina Georgia Florida...
Page 274 - Answers to Common Objections. These may be secured by a general letter to salesmen first asking them to list objections they most frequently encounter, and then furnishing digest of these objections to all salesmen, asking each one to submit his best answer to each. Thus a composite answer will be secured that represents the combined ability of the entire staff. Division 9. — "Don't
Page 272 - DIVISION ONE HISTORY OF THE BUSINESS AND ITS POLICIES a. Importance of Selling the House as Well as Products. b. Human Interest Story of Inception of Business. c. Something About the Founders and Their Personalities. d. The Distinguishing Policies — How They Grew Up. e. Organization — "Who's Who" Among Executives. f. Chart Showing Growth of Business in Late Years. g. "The Future" — Signed Statement by President. DIVISION TWO PERSONAL SELLING SUGGESTIONS a. How to Get "Live
Page 274 - The Order and its Execution. a. Importance of Signed Orders — Make Them Out Carefully. b. Reproduction of Well-Executed Orders. c. What a Salesman Should Know About Credits. d. Following the Order Through the Factory. e. "Don'ts" to Remember in Writing Orders.
Page 273 - The Product — What It Does. a. Analysis Chart of Uses, both developed and undeveloped. b. Photographic and Documentary Evidence of Superiority. c. Letters from Users — Fac-similes of Big Orders. d. List of "Halo
Page 176 - A tented city was put up with very comfortable tents of the latest construction for the men. The city itself was laid out in streets with proper numbers and with walks running between the tents. At one end of the field was a splendid series of shower baths, piped for hot and cold water, lavatories, a very comfortable barber shop, with a complete outfit such as you would find in a very well regulated hotel.
Page 273 - DIVISION TWO PERSONAL SELLING SUGGESTIONS a. How to Get "Live" Leads. b. Qualifications of a Good Salesman — Self-analysis Chart. c. What a Salesman Should Study — Outline Course. d. Mental Equipment Each Salesman Should Develop. e. Physical Equipment Each Salesman Must Carry. f. Suggestions for Using Said Equipment to Best Advantage. DIVISION THREE THE PRODUCT — WHAT IT Is a. Points to Remember About Raw Materials. b. Distinguishing Manufacturing Processes and Methods. c. Illustrations that...
Page 176 - ... well regulated hotel. A dining tent, splendidly equipped, a lounge tent, filled with easy chairs and couches, post office in charge of an official, with boxes just the same as a regular post office — a box for each man ; a properly equipped telegraph office ; a tent equipped with a dresser for each man, with toilet articles on the dressers.
Page 274 - ... digest of these objections to all salesmen, asking each one to submit his best answer to each. Thus, a composite answer will be secured that represents the combined ability of the entire staff. DIVISION NINE Hints for Salesmen 1.
Page 171 - Volume of goods sold by all manufacturers in tha line. 2. Density of population. 3. Density of dealers (per square mile and per 1,000 of population). 4. Railroad mileage, population per mile of railway, miles of railway and trolley per square mile. 5. Inaccessible population. 6. Volume of prior sales. 7. Character of population.