"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 / D. Mayer and H. M. Greenberg -- Are your salesmen paid too much? / K. R. Davis -- Missing ingredient in sales training / J. M. Frey -- Specialize your salesmen! / G. N. Kahn and A. Shuchman -- Door-to-door selling / V. P. Buell -- Deploying multi-line salesmen / R. W. Stickney -- Successful sales techniques / J. M. Hickerson -- The mystique of super-salesmanship / R. N. NcMurry -- More psychology in selling / R. C. Brewster -- The role of the sales force manager ; Sales managers must manage / R. O. Loen -- Sales management in the field / R. T. Davis -- New sales management tool : ROAM / J. S. Schiff and M. Schiff -- Sales power through planned careers / A. E. Pearson -- Get the most out of your sales force / D. A. Newton -- How many salesmen do you need? / W. J. Semiow -- Relationship of sales and marketing / J. W. Thompson -- Behavioral approach to industrial selling / W. W. Evans -- View your customers as investment / E. C. Bursk -- How to rationalize your marketing risks / M. R. Greene -- The new markets - think before you leap / T. Levitt.
