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Salesmanship and sales force management. Edited by Edward C. Bursk and G. Scott Hutchison.

; Hutchison, G. Scott (George Scott)
Cambridge, Mass., Harvard University Press, 1971.
ISBN 0674785304, 9780674785304

Location Call Number Status Consortium Loan
George Washington
Mt. Vernon campus stacks
HF5438 .B8464 Available Request
American
LIB stacks
HF5500 .H3 v.3 Available Request
Other Authors Hutchison, G. Scott
Subjects Sales management.
Selling.
Verkaufstechnik.
Vertrieb.
Description ix, 191 pages illustrations 29 cm
Copyright Date 1971.
Notes "Articles selected from the Harvard business review for the series entitled The business administrator."
Contents 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.--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.--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.
Network Numbers (OCoLC)137572
(OCoLC)ocm00137572
WorldCat Search OCLC WorldCat
WorldCat Identities Bursk, Edward Collins, 1907-
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