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Modern sales management practices; a survey

Modern sales management practices; a survey

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This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1919 Excerpt: ...the largest week's business in dollars and cents, and of Black for showing the greatest number of commodities. This letter can be made very personal and interesting. "After trying out this scheme for a month," writes Mr. Standish, "I asked my salesmen if they were interested enough in the letters for me to go ahead. With one accord they said 'Don't stop.' The majority of salesmen get so much routine mail nowadays, as one of the boys said, that an interesting letter is always refreshing and very acceptable. "I believe this scheme is more effective where there are not a great number of salesmen in the same district. Should the Over 250 Lines of Business Section Five. Standardizing the Sales Story general office of the average big concern try it out, it would probably fall flat. But in a small organization where each man knows the other and where they get together frequently, they talk it over and invariably pick up good ideas from each other in doing so. I don't know but perhaps they may make side bets." In discussing the matter of sales bulletins with various sales managers the consensus of opinion seems to be that no bulletins should go out to salesmen except those that deal with concrete facts. It is conceded that the once popular "inspirational" bulletin has been overdone, and the best way to ginger salesmen up is to keep them well supplied with ammunition in the shape of new sales points and arguments, and to keep them from going stale by constantly reminding them of the accomplishments of other salesmen in other lines of business. One sales manager is working on a plan for a series of bulletins which is based on a very logical procedure. He has sent out a questionnaire to his salesmen asking them to cite the objections...