《The Field Sales Manger A Manual of Practice》

作者	编者
出版	D.B.Taraporevala Sons & Co.Private Ltd.
参考页数	380
出版时间	1960（求助前请核对）目录预览
ISBN号	无 — 求助条款
PDF编号	812537208（仅供预览，未存储实际文件）
求助格式	扫描PDF（若分多册发行，每次仅能受理1册）

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PART ONEThe Management Job11

The Field Sales Manager and His Pace in the Organization＆By Robert T．Davis13

Basic Management Responsibilities of the Field Sales Manager＆By Robert N．Carpenter22

From Salesman to Field Sales Manager：Some Guides to Success＆By George R．Sommers37

PART TWOPlanning，Organization，and Control43

The Field Sales Manager＇s Responsibility for Planning，Organization，and Control＆By Edward B．Reynolds45

Developing and Using Standards of Sales Performance＆By C．E．Smith76

Planning and Organizing Territorial Coverage＆By Henry Wedemeyer95

Fact-Finding for Improved Sales Performance＆By Sumner J．Robinson112

Analyzing Selling-Expense Data for More Profitable Sales＆By James Dowd126

PART THREELeadership141

The Field Sales Manager as a Leader＆By Samuel N．Stevens143

Motivating Salesmen：Some Personal Observations＆By Robert P．Alberts151

Motivating Salesmen：Some Ends and Means＆By Myles S．Gaythwaite161

PART FOURCommunication and Reporting187

The Field Sales Manager as a Communicator＆By Don L．Rossiter189

Communicating with Salesmen：Some Do＇s and Don＇ts＆By Clinton W．Blount197

Planning and Conducting Successful Sales Meetings＆by Robert A．Gopel208

Reporting Sales Data from the Field：A Chief Sales Executive＇s View＆By C．Mathews Dick，Jr．223

Managing the Paperwork Load in the Field Sales Office＆By George R．Beach，Jr．240

PART FIVERecruitment and Selection249

The Salesman and the Sales Job：Guides for Selection＆By Milton M．Mandell251

Recruiting Salesmen＆By Carl W．Maier282

Selecting Salesmen＆By Robert E．Stevens297

PART SIXTraining and Development313

Appraising and Counseling Salesmen＆By William Welp315

Training Salesmen on the Job＆By Ian E．McLaughlin327

Developing Career Salesmen＆By Arnold Michelson333

Developing Sales Supervisors＆By Robert F．Lovett343

The Self-Development of the Field Sales Manager＆By Stanley F．Staples354

Appendix363

Suggested Reading for the Field Sales Manager365

Guides to Audio-Visual Aids of Interest to the Field Sales Manager372

Index375

1960《The Field Sales Manger A Manual of Practice》由于是年代较久的资料都绝版了，几乎不可能购买到实物。如果大家为了学习确实需要，可向博主求助其电子版PDF文件（由 1960 D.B.Taraporevala Sons & Co.Private Ltd. 出版的版本）。对合法合规的求助，我会当即受理并将下载地址发送给你。

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