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The Development of Sales and Salesmen Raymond O Loen
What Makes a Good Salesman 3 11 Sales Management in the Field
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ability accounts receivable activities advertising analysis approach average Avon Products basic behavior buyer Carborundum company's compensation concept costs course decisions discussion distribution distributors door-to-door selling effective effort empathy eral evaluation example Exhibit experience fact factors firm hiring home office important increase individual industry investment Jack Ellis John Orr Young kind of selling level of salesmen's manufacturers marketing manager ment method number of salesmen operating pany performance personal selling personnel possible potential presentation problem product line profit prospect purchasing recruiting responsibility retail return on assets risk role Roy Rogers sales development sales executive sales force Sales Force Management sales manpower sales organization sales training sales volume salesman salesmanship salesmen's earnings selling techniques situation skills success sumer supervision territory Theodore Levitt tion tive tomer top management turnover