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PART ONE The Management Job 11

The Field Sales Manager and His Pace in the Organization＆By Robert T．Davis 13

Basic Management Responsibilities of the Field Sales Manager＆By Robert N．Carpenter 22

From Salesman to Field Sales Manager：Some Guides to Success＆By George R．Sommers 37

PART TWO Planning，Organization，and Control 43

The Field Sales Manager＇s Responsibility for Planning，Organization，and Control＆By Edward B．Reynolds 45

Developing and Using Standards of Sales Performance＆By C．E．Smith 76

Planning and Organizing Territorial Coverage＆By Henry Wedemeyer 95

Fact-Finding for Improved Sales Performance＆By Sumner J．Robinson 112

Analyzing Selling-Expense Data for More Profitable Sales＆By James Dowd 126

PART THREE Leadership 141

The Field Sales Manager as a Leader＆By Samuel N．Stevens 143

Motivating Salesmen：Some Personal Observations＆By Robert P．Alberts 151

Motivating Salesmen：Some Ends and Means＆By Myles S．Gaythwaite 161

PART FOUR Communication and Reporting 187

The Field Sales Manager as a Communicator＆By Don L．Rossiter 189

Communicating with Salesmen：Some Do＇s and Don＇ts＆By Clinton W．Blount 197

Planning and Conducting Successful Sales Meetings＆by Robert A．Gopel 208

Reporting Sales Data from the Field：A Chief Sales Executive＇s View＆By C．Mathews Dick，Jr． 223

Managing the Paperwork Load in the Field Sales Office＆By George R．Beach，Jr． 240

PART FIVE Recruitment and Selection 249

The Salesman and the Sales Job：Guides for Selection＆By Milton M．Mandell 251

Recruiting Salesmen＆By Carl W．Maier 282

Selecting Salesmen＆By Robert E．Stevens 297

PART SIX Training and Development 313

Appraising and Counseling Salesmen＆By William Welp 315

Training Salesmen on the Job＆By Ian E．McLaughlin 327

Developing Career Salesmen＆By Arnold Michelson 333

Developing Sales Supervisors＆By Robert F．Lovett 343

The Self-Development of the Field Sales Manager＆By Stanley F．Staples 354

Appendix 363

Suggested Reading for the Field Sales Manager 365

Guides to Audio-Visual Aids of Interest to the Field Sales Manager 372

Index 375