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Modern Salesmanagement; A Practical Handbook and Guide
Modern Salesmanagement A Practical Handbook and Guide Author:Justus George Frederick General Books publication date: 2009 Original publication date: 1919 Original Publisher: D. Appleton Subjects: Salesmen and salesmanship Selling Sales personnel Notes: This is a black and white OCR reprint of the original. It has no illustrations and there may be typos or missing text. When you buy the General Books edition of this bo... more »ok you get free trial access to Million-Books.com where you can select from more than a million books for free. Excerpt: CHAPTER III THE SALESMANAGER'S RELATION TO THE FACTORY 13. Need of Synchronizing Making and Selling. -- Evidently an unusual amount of friction occurs in many business houses between the selling and the manufacturing departments. This is natural because the two activities are opposite ends of the pole in character and kind. Temperaments diametrically opposed are as a rule represented by factory and sales executives; the factory being accustomed to deal with absolutely fixed quantities and qualities, while the selling department necessarily deals in more intangible matters. Efficiency of administration of a manufacturing business depends not alone upon volume of sales, but upon volume coordinated and synchronized to factory production at margins and terms which leave balances on the right side of the ledger. This requires clear-cut organization and teamwork. In fact, the situation is such that the entire manufacturing policy requires to be guided by sales vision, whether that sales vision reside entirely in the sales department or in the officers higher up. Thus, it comes about that it is important always to establish the right relationship between production and sales executives. 14. Degree of Authority of Sales Department Over Product. -- This being a greatly disputed point it seems best togive an adequate answer here in addition to the general sales organization study given elsewhere. The usual form of organization makes the general manager the superior of both sales and production departments. Lack,...« less