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Sales Management and Prosperity

Sales Management and Prosperity LOUIS BADER OR SOME TIME now we apparently have The documents are studied carefully, and been bumping along the bottom of the a further interview is held to eliminate dif­ depression, perhaps starting the climb to an­ ferences between the rating they yield and other period of prosperity. It seems to be the interview rating. In addition, some con­ cerns try to discover the type and degree agreed that one need we face, if that climb is to take place, is greater efficiency in mar­ of intelligence desirable in handling a par­ keting. The costs of marketing are believed ticular product and the prevailing type of to be much too great. customer and to test the applicants accord­ ingly. Some aptitude tests have been devised An important factor in these costs is the expense of personal selling. How can this by psychologists; but these are not used expense be reduced? Scientific management widely as yet. in this field would seem to be vitally neces­ As an important aid to selling, equipment needed to tell the sales story and to show sary. Various studies by authorities indicate that successful concerns have used methods the products properly is provided. This in­ http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png American Marketing Journal SAGE

Sales Management and Prosperity

American Marketing Journal , Volume amj-1 (4): 8 – Oct 1, 1934

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Publisher
SAGE
Copyright
© 1934 American Marketing Association
ISSN
0193-1806
eISSN
1547-7185
DOI
10.1177/002224293400100409
Publisher site
See Article on Publisher Site

Abstract

LOUIS BADER OR SOME TIME now we apparently have The documents are studied carefully, and been bumping along the bottom of the a further interview is held to eliminate dif­ depression, perhaps starting the climb to an­ ferences between the rating they yield and other period of prosperity. It seems to be the interview rating. In addition, some con­ cerns try to discover the type and degree agreed that one need we face, if that climb is to take place, is greater efficiency in mar­ of intelligence desirable in handling a par­ keting. The costs of marketing are believed ticular product and the prevailing type of to be much too great. customer and to test the applicants accord­ ingly. Some aptitude tests have been devised An important factor in these costs is the expense of personal selling. How can this by psychologists; but these are not used expense be reduced? Scientific management widely as yet. in this field would seem to be vitally neces­ As an important aid to selling, equipment needed to tell the sales story and to show sary. Various studies by authorities indicate that successful concerns have used methods the products properly is provided. This in­

Journal

American Marketing JournalSAGE

Published: Oct 1, 1934

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