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The Historical Development of Professional Sales Force
The Environment of Selling
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accounts activities advertising analysis applicant basic behavior buyer cent Chapter command hierarchy company’s compensation plan competitive concept consumer consumerism costs customers decisions discussed economic effective environment evaluation program example expenses Exponential Smoothing factors field sales manager Figure firm firm’s Hasbro hiring important incentive industry interview involved Iournal of Marketing J J J J J job description leadership major manufacturer market research Marketing Magazine marketing mix ment method motivation needs operations organizational performance personal selling problems profit promotion purchasing questions quotas responsibility retail Robinson-Patman Act role Romper Room sales contests sales force sales forecast sales function sales manager’s sales manpower sales organization sales personnel sales promotion sales recruits sales supervisor sales training sales volume salesmen selection skills Source sumer techniques territory tests tion TITAN CORPORATION training program trend