search query: @author Mackay, H. B. / total: 5
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| Author: | Mackay, H. B. |
| Title: | Humanize your selling strategy. |
| Journal: | Harvard Business Review
1988 : MAR-APR, VOL. 66:2, p. 36-38, 40, 44, 46-47 |
| Index terms: | SALES MANAGEMENT CUSTOMERS HUMAN RELATIONS |
| Language: | eng |
| Abstract: | Th case of an American envelope corporation is discussed. The firm has gained steadily in sales and market share by stressing superior salesmanship. The personal relationship policy is described. Files are used for customers and potential customers. Informations are listed. The goal is to focus on the individual. Salespeople needed for the system are described. The personnel policy of the company is outlined. Tests and conversations used for personnel selection are examined. Training courses are discussed. The reward system is analyzed. The focused selling strategy is evaluated in detail. Characteristics of the best salespersons are summarized. |
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