http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
Part one. The management job -- The field sales manager and his place in the organization / Robert T. Davis -- Basic management responsibilities of the field sales manager / Robert N. Carpenter -- From salesman to field sales manager: Some guides to success / George R Sommers -- Part two. Planning, organization, and control -- The field sales manager's responsibility for planning, organization, and control / Edward B. Reynolds -- Developing and using standards of sales performance / C. E. Smith -- Planning and organizing territorial coverage / Henry Wedemeyer -- Fact-finding for improved sales performance / Summer J. Robinson -- Analyzing selling-expense data for more profitable sales / James Dowd -- Part three. Leadership -- The field sales manager as a leader / Samuel N. Stevens -- Motivating salesman: Some personal observations / Robert P. Alberts -- Motivating salesmen: Some ends and means / Myles S. Gaythwaite -- Part four. Communication and reporting -- The field sales manager as a communicator / Don L. Rossiter -- Communicating with salesmen: Some do's and dont's / Clinton W. Blount -- Planning and conducting successful sales meetings / Robert A. Gopel -- Reporting sales data from the field: A chief sales executive's view / C. Matthews Dick, Jr. -- Managing the paperwork load in the field sales office / George R. Beach, Jr. -- Part five. Recruitment and selection -- The salesman and the sales job: Guides for selection / Milton M. Mandell -- Recruiting salesmen / Carl W. Maier -- Selecting salesmen / Robert E. Stevens -- Part six. Training and development -- Appraising and counseling salesmen / William Welp -- Training salesmen on the job / Ian E. McLaughlin -- Developing career salesmen / Arnold Michelson -- Developing sales supervisors / Robert F. Lovett -- The self-development of the field sales manager / Stanley F. Staples
AMA management report series ; no. 00048