Excerpt from The Management of the Sales Organization
This is not offered as a complete treatise on sales management or sales administration. It aims to treat only one of the several phases of the general subject; viz., the personnel aspect, or the relations which should exist between the sales manager and the traveling salesmen under him. This phase, however, it attempts to cover rather more thoroughly than has been done in other works on sales management.
There are two reasons for confining the discussion to this phase of the subject:
First, because the other aspects are treated elsewhere. The determination of general marketing policies, office records, financing of sales, market analysis, advertising, and sales promotion have received careful study.
Second, because the human element in industry is steadily growing more important and now presents what is generally recognized as its chief problem. As the personnel manager has made himself indispensable in production, so the personnel manager is destined to gain for himself a larger place in distribution.
Business is increasingly human, but it is also increasingly scientific. As in production the principles of scientific management were recognized years ago, so in distribution the same principles are being applied with excellent results. The sales manager utilizes the following principles of scientific management:
The assumption of its full share of responsibility by the management. The individual salesman is not cast adrift to sink or swim, but is provided with every aid the management can offer.
The careful selection of salesmen for their tasks. This assumes an analysis of the work to be done, and a matching of .. the applicant's qualifications against the requirements of the task.
The training of the salesman.
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