Leterman, Elmer G. <br/><br/>
Sales and sales management / 
Elmer G. Leterman. 
 - xvi, 296 [+24] pages ;  23 cm 
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<br/><br/>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 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management
<br/><br/><label>LC Class. No.: </label>HF5438