Salesmanship and sales force management

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Bibliographic Information

Salesmanship and sales force management

edited by Edward C. Bursk and G. Scott Hutchison

Harvard University Press, 1971

Available at  / 16 libraries

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Note

"Articles selected from the Harvard business review for the series entitled The business administrator."

Contents of Works

  • 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. Shu
  • 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
  • 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
  • think before you leap, by T. Levitt

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