Branded Staples And Specialties
Staples, Branded Staples And Specialties 1. Divisions Of Selling.—selling Activities May Be Classified From Several Different Standpoints, Each Of Them More Or Less Important. One Division May Be Made According To Whether The Goods Are Sold Directly Or The Sale Is Made By Means Of A Sample, A Catalog Or ...
Building An Organization Selecting Men
Building An Organization-selecting Men 1. Planning The Selling Campaign.—before Any Steps Can Be Taken Toward The Building Of A Selling Or Ganization, The Plan Of The Selling Campaign Must Be Mapped Out And The Trade Channels Selected In Accord Ance With The Principles Laid Down In The Modern Business Text ...
Building An Organization Training Salesmen
Building An Organization-training Salesmen 1. Need For Training Methods.—a Sales Manager For A Cotton-print House Who Had Been Ridiculing The Idea Of Spending Time And Money To Give New Sales Men A Definite Training Course, States That On An Aver Age Only One In Ten Of The Men He Added-to ...
Compensation And Territory 1
Compensation And Territory 1. What A Plan Of Compensation Should Accom Plish.—the Objects To Be Considered In Fixing The Amount Of Compensation And The Manner In Which It Shall Be Paid Are: To Secure The Type Of Men Desired; To Keep Them Working At Maximum Efficiency; And To Retain Them ...
Cooperation With Salesmen 1
Cooperation With Salesmen 1. Biggest Thing In Sales Management.—to Get The Best Out Of The Men In The Field Is The Sales Man Ager's Real Task, The End Of All Sales Management. Some Sales Managers Claim That This Is The Only Thing They Should Be Called Upon To Do, And ...
Development Of Character And
Development Of Character And Caliber 1. Part Of Character And Caliber In Salesman Ship.—while There Is A Science Of Salesmanship, And While We Can Obtain From The Experience Of Other Suc Cessful Salesmen Rules And Suggestions For Getting In To See A Prospect And For Holding His Attention And In ...
Human Appeals That Sell
Human Appeals That Sell 1. Warm, Friendship Versus Cold Service.—while We Have Used The Scientific Method In Discovering The Principles Of Salesmanship, It Should Be Borne In Mind Constantly That A Sale Is Not A Coldly Scientific Process. It Is A Friendly, Red-blooded, Man-to-man Transaction. It Cannot Be Accomplished By ...
Influence And Friendship 1
Cooperation, Influence And Friendship 1. 11ieaning Of Cooperation.—the Word Coopera Tion Embodies One Of The Biggest Ideas In Salesman Ship. We Have Already Spoken Of The Value Of Co Operation In Gaining An Audience With The Prospect. We Shall Look At It Here In Its Broader Aspects, For Cooperation Is ...
On Quotas
On Quotas There Are Eight More Days In February And So Far You Have Fallen Short Of The Quota That.i Had Hoped You Would Reach. Won't Y-ou Put Forth An Extra Effort For The Remain Ing Few Day-s Of The Month So That Your Own Earnings Will Be Somewhere Near ...
Power Of Personal Salesmanship
Power Of Personal Salesmanship 1. Importance Of Distribution.—distribution Is To Day The Most Important Single Problem In Practically Every Business. There Was A Time, Not So Many Years Ago, When Production Possibilities And Limitations De Termined The Growth Of A Business. The Demand Was For Inventive Genius That Could Devise ...
Sales Contests 1
Sales Contests 1. Contests.—the Love Of A Game Is Inbred In All Of Us, And In A Closely Knit, Harmonious Selling Organiza Tion Anything That Makes A Game Out Of Business And Enables Its Members To Indulge In Friendly Rivalry Is Welcome. The Sales Contest Does This, And At The ...
Sales Conventions 1
Sales Conventions 1. Conventions.—annual Sales Conventions Are Widely Used By Selling Organizations Whose Members Work In Widely Separated Territories And Do Not Come Into Frequent Contact With One Another Or With The Sales Manager. Where Possible, The Entire Organiza Tion Is Called Together For A Three Or Four Days' Con ...
Sales Records 1
Sales Records 1. Sales Records And Statistics.—with No Attempt To Give A Detailed Description Of Any Of The Various Sys Tems Of Records In Use In The Sales Departments Of Busi Ness Houses Throughout The Country, It Is-important To Indicate The Nature Of The Information That A Sales Manager Should ...
Selling Methods And The
Selling Methods And The Selling Equipment 1. Constant Necessity For New Inethods.—just As The New Men Should Continue To Study After They Have Graduated From The Training Class, So The Sales Man Ager Himself Should Continue To Work- Up New Selling Talks And New Selling Methods After The First Field ...
Selling Process Miscellaneous 1
Selling Process-miscellaneous 1. Concurrence Of Buyer Awl Seller.—thruout This Discussion Of The Selling Process We Have Kept Two Things Constantly In Mind: The Words And Actions Of The Salesman, And The Reaction Of The Buyer To These Words And Actions. Let Us Endeavor To Chart These Two Phases Of The ...
Selling Process Preliminary To The
Selling Process-preliminary To The Interview 1. Definition Of A Sale.—from A Legal Point Of View, To Sell Is To Transfer Property To Another, Or To Contract To Do So, For A Valuable Consideration, Espe Cially Money. From A Business Point Of View, The Sale Should, In Addition, Represent A Profit ...
Selling Process The Agreement 1
Selling Process-the Agreement 1. Meeting Objections.—during The Progress Of The Selling Talk, Occasional Doubts, Questions Or Con Ditions, Either Reasoned Or Unreasoned, Are Almost Certain To Arise, And These Must Be Removed Before In Terest Can Be Ripened Into Desire. The Cause Of Sales Manship Received A Severe Setback When ...
Selling Process Tiie Interview 1
Selling Process-tiie Interview 1. Object Of Studying Developments In A Sale.— The Selling Process May Be Approached From Two Sep Arate And Distinct Points. First, By Examining The Various Psychological Processes Involved We Can De Termine Why A Sale Is Made. And Second, By Examin Ing The Statements And Actions ...
The Sales Manager His Qualifications
The Sales Manager-his Qualifications And Duties 1. Necessity For Efficient Sales Management.— Sales Management Is Distinctly A Present-day Prob Lem. Not So Many Years Ago The Principal Business Houses Of The Country Were Distributors Of Staples ; They Sold Goods For Which There Was A Demand Already Existing. The Area ...
The Salesmans Duties And
The Salesman's Duties And Bilities 1. A Salesman's Responsibility.—the Salesman On The Road Is, To A Great Extent, A Business Executive And, As Such, Is Master Of His Own Time. While A Sales Man Ager May Be Able To Check Him Up By The Salesman's Reports, By- The Volume Of ...