Excerpt from Scientific Sales Management: A Practical Application of the Principles of Scientific Management to Selling

Some few days ago when Mr. Hoyt told me that he had written a book on Scientific Sales Management, I congratulated him. At the same time, I said that those who had occasion to spend money in sales work, were to be congratulated also.

During the years I have known Mr. Hoyt, I have more and more admired his work. Our first meeting was purely on a business basis, but he quickly made our connections stronger by the excellence of his methods.

In his experience Mr. Hoyt has had a most happy combination which has made him the really big advertising and sales director that he is.

First, he was given the benefit of a scientific engineering training at a great university (Yale, 1894, S.S.S.). That probably made him the accurate, keen analyst that he is. He analyzes, reasons, and deduces in a clear-cut way. His mathematical training has made him exact.

Then he did what seems strange for a university-trained man - what really made him the power that he is.

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