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Sales and sales management / Elmer G. Leterman.

By: Material type: TextTextLanguage: İngilizce Publisher: New York : Alexander Hamilton Institute ; 1973Copyright date: ©1970Description: xvi, 296 [+24] pages ; 23 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
Subject(s): LOC classification:
  • HF5438
Contents:
1. How Salesmanship Powers Our Economy -- 2. Ways of Distributing Products and Services -- 3. The Selling Process -- 4. Analyzing One's Own Company -- 5. Establishing a Sales Policy and Orginizing for Sales -- 6. Market Research and Analysis -- 7. Recruiting Salesmen -- 8. Training Salesmen -- 9. Training Salesmen (Continued) -- 10. Compensation of Sales Managers and Salesmen -- 11. The Law and Sales Management -- 12. Control of Salesmen's Time and Expenses -- 13. Establishing Controls Through Records, Reports, and Quotas -- 14. The Importance of Recognition -- 15. The Role of Sales Meetings and Conventions -- 16. Approaching the Prospect -- 17. Techniques of the Sales Presentation -- 18. Keeping a Salesforce Positively Oriented -- 19. The Future of Selling
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Holdings
Item type Current library Home library Collection Call number Copy number Status Notes Date due Barcode
Book Book Merkez Kütüphane TOBB Bağışı Koleksiyonu / TOBB Gift Collection Merkez Kütüphane TOBB Kütüphanesi Bağış Koleksiyonu - Klasik TOBBK HF5438 .L4847 1973 (Browse shelf(Opens below)) 1 Ödünç Verilemez-Kurumiçi kullanım / Not for loan-For inhouse use Donated by TOBB 0062063

1. How Salesmanship Powers Our Economy -- 2. Ways of Distributing Products and Services -- 3. The Selling Process -- 4. Analyzing One's Own Company -- 5. Establishing a Sales Policy and Orginizing for Sales -- 6. Market Research and Analysis -- 7. Recruiting Salesmen -- 8. Training Salesmen -- 9. Training Salesmen (Continued) -- 10. Compensation of Sales Managers and Salesmen -- 11. The Law and Sales Management -- 12. Control of Salesmen's Time and Expenses -- 13. Establishing Controls Through Records, Reports, and Quotas -- 14. The Importance of Recognition -- 15. The Role of Sales Meetings and Conventions -- 16. Approaching the Prospect -- 17. Techniques of the Sales Presentation -- 18. Keeping a Salesforce Positively Oriented -- 19. The Future of Selling

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