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The Great American Myth
The Handwriting on the Wall
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80 per cent advertised brands advertising presentation analysis appliance buying committee buying decisions buying offices calls chain stores chain units competent concept controlled brands corporations creative selling department store direct account discount chains distribution distributor drug chain electronic data processing example fact factor food chains food outlet food super func giant manufacturers giant store units giant wholesalers headquarters home office industry instances inventory involved job analysis less lines major major appliances manu manufacturers of presold mass outlets mass retailing merchandise classifications mittee modern newer nonfoods performance appraisal personal selling function personnel presold brands private brands problem role sales department sales executives sales force Sales Management sales organizations sales territories sales training salesmen salesmen's contest Sears store buyer store managers supplier supplier's salesman tend tests tion tional total volume traditional personal selling trend true variety chain wholesalers and retailers