Cover Image

The field sales manager : a manual of practice.

Bibliographic Details
Main Author: Newgarden, Albert (Editor)
Format: Book
Language:English
Published: New York, American Management Association [1960]
New York : American Management Association, [1960]
Series:AMA management report series ; no. 00048.
Subjects:
Sales management.
Sales Management.
Table of Contents:
  • 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