Salesmanship and sales force management.
By: Edited by Edward C. Bursk and G. Scott Hutchison.
Contributors: Hutchison, George Scott, joint comp.
Publisher: Harvard University Press
Published: 1971
Place of publication: Cambridge, Mass
Language: eng
Number of pages: 191
Subjects: Selling -- Addresses, essays, lectures.; Sales management -- Addresses, essays, lectures.
Notes: "Articles selected from the Harvard business review for the series entitled The business administrator."
Table of contents: title: The development of sales and salesmen. What makes a good salesman, by D. Mayer and H. M. Greenberg. Are your salesmen paid too much?, by K. R. Davis. Missing ingredient in sales training, by J. M. Frey. Specialize your salesmen!, by G. N. Kahn and A. Shuchman. Door-to-door selling, by V. P. Buell. Deploying multi-line salesmen, by R. W. Stickney. Successful sales techniques, by J. M. Hickerson. The mystique of super-salesmanship, by R. N. McMurry. More psychology in selling, by R. C. Brewster.; title: The role of the sales force manager. Sales managers must manage, by R. O. Loen. Sales management in the field, by R. T. Davis. New sales management tool: ROAM, by J. S. Schiff and M. Schiff. Sales power through planned careers, by A. E. Pearson. Get the most out of your sales force, by D. A. Newton. How many salesmen do you need?, by W. J. Semlow.; title: The relationship of sales and marketing. Behavioral approach to industrial selling, by J. W. Thompson and W. W. Evans. View your customers as investments, by E. C. Bursk. How to rationalize your marketing risks, by M. R. Greene. The new markets; title: think before you leap, by T. Levitt.