Sales Management Volume 4

Sales Management Volume 4

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This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1921 edition. Excerpt: ...For Scientifically Fixing Sales Tasks and Quotas for Salesmen; fork Laying out Territories on a County Basis; for Measuring Sales Opp Complete file of data, inclui E vital general statistics re maps, note sheets for addi: by means of leather tabbed indexes, in a spec four ring binder............................................................................ _. _ Tounty Analysis of the U. S. locating the Business You Should Have but are Not Getting; for-portunities; for Planning Advertising and Sales Campaigns, etc. cost. Buying Advertising Space Right An advertising manager was faced with the problem of cutting down his list of mediums. After listening to the conflict-ing claims of the magazine representa-tives he was more at sea than ever. To settle the matter he made a count of buying units in every county, and listed alongside of this figure the circulation of each paper in that county. He thus arrived at the percentage of coverage scientifically. Dartnell figures make it easy to buy advertising space without guessing. Stimulating Exclusive Agencies The manufacturer of a widely advertised cover paper was not satisfied with the sales of his exclusive jobber agent in Philadelphia. The jobber insisted that he was getting all the business there was. The manufacturer to prove that he was not, used Dartnell figures as a measur-ing stick. The outcome was that the jobber agreed to sharing his agency with another jobber. Much to the jobber's surprise he found that with two jobbers in the same territory he is selling more of this particular paper than ever be-fore. Another case of where clean com-petition makes for more business. A coffee salesman experienced difiiculty in getting dealers to stock up. They told the salesman they were...show more

Product details

  • Paperback | 294 pages
  • 189 x 246 x 16mm | 531g
  • Rarebooksclub.com
  • United States
  • English
  • black & white illustrations
  • 1236912896
  • 9781236912893