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The Field Sales Manger A Manual of PracticePDF|Epub|txt|kindle电子书版本网盘下载

The Field Sales Manger A Manual of Practice
  • 著
  • 出版社： D.B.Taraporevala Sons & Co.Private Ltd.
  • ISBN：
  • 出版时间：1960
  • 标注页数：380页
  • 文件大小：76MB
  • 文件页数：382页
  • 主题词：

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图书目录

PART ONE The Management Job11

The Field Sales Manager and His Pace in the Organization＆By Robert T．Davis13

Basic Management Responsibilities of the Field Sales Manager＆By Robert N．Carpenter22

From Salesman to Field Sales Manager：Some Guides to Success＆By George R．Sommers37

PART TWO Planning，Organization，and Control43

The Field Sales Manager＇s Responsibility for Planning，Organization，and Control＆By Edward B．Reynolds45

Developing and Using Standards of Sales Performance＆By C．E．Smith76

Planning and Organizing Territorial Coverage＆By Henry Wedemeyer95

Fact-Finding for Improved Sales Performance＆By Sumner J．Robinson112

Analyzing Selling-Expense Data for More Profitable Sales＆By James Dowd126

PART THREE Leadership141

The Field Sales Manager as a Leader＆By Samuel N．Stevens143

Motivating Salesmen：Some Personal Observations＆By Robert P．Alberts151

Motivating Salesmen：Some Ends and Means＆By Myles S．Gaythwaite161

PART FOUR Communication and Reporting187

The Field Sales Manager as a Communicator＆By Don L．Rossiter189

Communicating with Salesmen：Some Do＇s and Don＇ts＆By Clinton W．Blount197

Planning and Conducting Successful Sales Meetings＆by Robert A．Gopel208

Reporting Sales Data from the Field：A Chief Sales Executive＇s View＆By C．Mathews Dick，Jr．223

Managing the Paperwork Load in the Field Sales Office＆By George R．Beach，Jr．240

PART FIVE Recruitment and Selection249

The Salesman and the Sales Job：Guides for Selection＆By Milton M．Mandell251

Recruiting Salesmen＆By Carl W．Maier282

Selecting Salesmen＆By Robert E．Stevens297

PART SIX Training and Development313

Appraising and Counseling Salesmen＆By William Welp315

Training Salesmen on the Job＆By Ian E．McLaughlin327

Developing Career Salesmen＆By Arnold Michelson333

Developing Sales Supervisors＆By Robert F．Lovett343

The Self-Development of the Field Sales Manager＆By Stanley F．Staples354

Appendix363

Suggested Reading for the Field Sales Manager365

Guides to Audio-Visual Aids of Interest to the Field Sales Manager372

Index375

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