000			01619nam a2200301 i 4500
999			_c200437808 _d56020
001			200437808
003			TR-AnTOB
005			20200420121011.0
007			ta
008			200218s1970 -us 001 0 eng d
040			_aTR-AnTOB _beng _cTR-AnTOB _erda
041	0		_aeng
050			_aHF5438
090			_aHF5438 _b.L4847 1973 TOBBK
100	1		_aLeterman, Elmer G. _9127004 _eauthor
245			_aSales and sales management / _cElmer G. Leterman.
264		1	_aNew York : _bAlexander Hamilton Institute ; _c1973.
264		4	_c©1970
300			_axvi, 296 [+24] pages ; _c23 cm
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
504			_aIncludes index.
505	0		_a1. 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
650		0	_aSales management _94617
942			_2lcc _cBK